How friendly are you? How likeable are you? You are in business to make THE sale and make money, right?

But it goes much deeper than that.

You may be very knowledgeable about your particular product or service. You may have even been born with the gift of gab. You can talk to anyone about anything.

That’s good, but it’s not good enough to make the sale.

The following information I learned directly form Jeffrey Gitomer when I attended his Gitomer Certification Program back in September of 2014.

The training I received from Gitomer allows me to share his award winning content on sales, customer loyalty, networking and obtaining and keeping a YES! Attitude.

I’m able to train sales staffs of any size, both in the classroom and online. It’s really an incredible platform for anyone wanting to improve both professionally and personally.

I innately knew that most people would ‘buy’ from you if they liked you. But what I didn’t realize was, that YOUR likeability factor is more important than YOUR trust factor.

In other words, if a prospect likes you, believes in you, has a comfort level with you and trust you, then they may buy from you!

Being ‘liked’ by a prospect is far more important than the prospect trustingyou.

Did your old high school girlfriend date you because she liked you or because she trusted you? Hmm?

At this point, the real question you have to ask yourself is, ‘Am I likeable?”

The easiest person to be dishonest with is yourself.


Because in private, it’s much harder to be truthful with yourself because way down deep, you’re more likely know the truth about yourself.  And the truth sometimes can be ugly.

If you think that maybe you have some work to do on yourself in the ‘likeability’ factor and you’re wondering what you can do? Below is the answer.

SECRET to being ‘Liked’

Be Nice to people. Not just some people, but to everyone you come into contact with, every day. People talk and your reputation can proceed you. If you get the reputation of being unreasonable and mean, word gets around quick.

People have enough stress in their daily lives already and don’t need the added stress of dealing with a jack hole.

If you want people to deal with you and send you referrals, it’s much easier by just being friendly.

Simple at its core but worth its weight in gold.

Bob Theriot is the author of the book ‘Pounding The Pavement ‘ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to train your or your staff or for more information, tips and advice from Bob email: [email protected]. You can also visit his blog at or


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