Authored by Justin Reeves There is an old phrase, “People don’t care how much you know until they know how much you care.” It rings true in so much of our personal lives and it absolutely translates to our selling as well. Here are four great reminders for all of us to live by as we approach our prospects and clients: 1) Treat everyone you meet as you would your mother or close family member. 2) Work at connecting with your prospect before you try to make the close. 3) Seek to make a friend. 4) Maintain focus on the client – not the sale or yourself. Take the time to make them feel like they are the most important person in the world. Spend time getting to know them and make notes about what they like and the people that are important to them. Review these notes right before you have your next meeting and ask follow-up questions about them. These principles will serve you well in business and life.