So by my lights, the number one rule for salespeople is to … - Robert B. Cialdini

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So by my lights, the number one rule for salespeople is to show customers that you genuinely like them. There’s a wise adage that fits this logic well: people don’t care how much you know until they know how much you care.

Robert B. Cialdini

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Alternative Names: Robert Cialdini • Robert Beno Cialdini

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people don’t care how much you know until they know how much you care.79

Originators like Robert B. Cialdini:

Malcolm Gladwell Adam Grant Dale Carnegie Daniel Kahneman Nassim Nicholas Taleb

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Nothing in life is as important as you think it is while you are thinking about it.”2

Without question, when people are uncertain, they are more likely to use others’ actions to decide how they themselves should act.

the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single “cheep-cheep” noise.

So by my lights, the number one rule for salespeople is to show customers that you genuinely like them. There’s a wise adage that fits this logic wel… - Robert B. Cialdini

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