Most salespeople are looking for ways to make more sales, get more referrals and increase their commissions. However, many go about it the wrong way. They push products the client doesn’t need or want, talk too much, and miss the one thing their customers are actually looking for: someone who listens and understands them. The one thing I learned in my 30 years of sales and leadership is simple. We don’t help our customers by talking—we help them by listening. When you listen actively and build real trust, the customer tells you exactly what they want. You don’t have to guess.
Here’s why your customer’s needs should always be your focus. They’re facing challenges, trying to make the right buying decision, and they don’t want to be sold—they want to be helped. That’s where you come in.
When you stop pitching and start listening, everything changes. You begin to understand what your customer truly wants, not just what they say they need. You become someone they can trust. And when people trust you, they open up, they engage more, and they’re far more likely to buy.
Now, instead of offering a generic solution, you present a personalized one—something that fits their world, solves their problem, and makes their life better. This tailored approach makes you stand out. It shows you’re not just trying to make a sale—you’re here to guide them to the right decision. That’s when conversions happen. That’s when commissions grow.
And here’s the best part: happy customers come back. They spend more, buy more often, and tell their friends about you. Those referrals? They cost you nothing and come with built-in trust. It’s the fastest way to grow your reputation and your income..
So if you want to make more sales, increase your referrals and maximize your commissions, stop being the focal point of their story, start being the solution. Listen. Understand. Serve. That’s how you help customers win—and how you win also.
Your Call To Action: What will you do differently to grow your business today?
