Not caring about them Do you really want to help them improve their business, or just sell them stuff? Great salespeople focus on making their prospects successful. How can you help your prospects, even if there’s no direct connection to a sale yet? Are their resources, news, advice, referrals or other things of value you can share with them? When you call, do you authentically care about how their business is going, or are you just focused on finding out if they’re ready to buy yet? Focusing on their success builds trust, which leads to more sales.
