I teach new hires to my team on sales tactics. My background is in psychiatry/psychology.
It all boils down to being legit. Be you. Don’t be fake. Don’t lie.
Based on sales I typically outsell my peers 4:1. When I say a customer is a friend, that means we are friends.
After COVID people are looking for more authentic relationships. The dynamics have changed. They don’t want the fake sales person who just takes them to dinner. They want someone that has a real relationship with people, they enjoy spending time with and they trust.
The social isolation has caused people to seek true connections when they spend time with people.