Be Personal. Be Relevant. Be Specific.

In sales, success isn’t about shouting the loudest or having the flashiest pitch… it’s about making meaningful connections. When you master these three principles, you’re not just selling, you’re solving problems, building trust, and setting yourself apart. 

Here’s how they can help you become the kind of sales rep who clients trust and respect:

1. Be Personal: People Buy from People

   Sales is personal, it’s a person to person biz. Your clients aren’t just buying a product or service, they’re buying trust in you. Being personal means showing that you care about the individual in front of you, not just their wallet. Take the time to understand their unique needs, their concerns, and what matters most to them. When you’re personal, you turn a transaction into a relationship. You build rapport, which makes clients feel valued and heard. And here’s a fun fact: clients can tell when you’re genuine. A personal touch creates loyalty and sales, which often means repeat business and referrals. It’s simple… people buy from people they connect with… so focus on being human, not just a salesperson.

2. Be Relevant: Speak to Their Needs

   Your clients don’t have time for generic sales pitches, they are tired of the fluff. They want solutions to their specific challenges. Being relevant means tailoring your message to address what matters most to them. Whether it’s saving time, cutting costs, or improving their quality of life, make sure your pitch zeroes in on their priorities and problems. Relevancy shows that you’ve done your homework. It tells the client, “I understand your situation, and I’m here to help.” When your presentation is relevant, you grab their attention and keep it because you’re speaking directly to their pain points and desires. This not only increases your chances of closing the sale but also positions you as a trusted advisor—not just someone trying to sell something.

3. Be Specific: Clarity Builds Confidence

   Vague promises don’t close deals, be specific about what you are offering. Being specific means clearly outlining how your product or service will solve their problem. Don’t just say, “This will save you time and/or money.” When clients can see the tangible benefits of working with you, they’re more likely to say yes. Specific details also help you stand out because they show that you’ve taken the time to understand their situation. The more precise you are, the more trust you build… and we know trust an important foundation of every successful sale.

Turning the Key to Your Success

Be personal. Be relevant. Be specific. These aren’t just words… they’re the blueprint for building trust, creating value, and closing deals. As a sales professional, you hold the key to your success by mastering these principles. When you make each client feel seen, understood, and confident in your solution, you’re not just selling them, you’re setting yourself apart as someone that is helping them. As you step into your next sales call, ask yourself: Am I being personal? Am I being relevant? Am I being specific? When the answer is “yes,” you’ll not only close more deals, you’ll exceed all your goals.