Why “You” is Important to Sales

Jeffrey Gitomer tells us in his Little Red Book of Selling that “You” is one of the most important words in sales. This may sound surprising when we always talk about “customers first,” “the customer is always right,” and “customer-centric.”

His point is very important. Customers don’t buy products, services, or unique value propositions first-they buy “You!”

That obviously means you need to get this part right. Here are a few suggestions:

  • Always be polite and courteous
  • Have a good attitude
  • Listen and be willing to help
  • Avoid industry jargon
  • Be knowledgeable about the market
  • Be knowledgeable about the product
  • Ask them questions and gauge understanding
  • Make it easy for them to contact you


  • Get Weekly Sales Tips

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Remember it is important to sell yourself and your willingness to help them before you even mention a product.

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About Troy Wilson

Troy is the CEO and founder of Aged Lead Store. He has been in the lead generation industry for over two decades. His blog posts focus on how to refine your sales process and get the most out of your insurance leads, mortgage leads, and solar leads.