An old sales adage says... "in sales, it's not who you know; in sales, it's who knows you." Authentic salespeople are well known.
The more authentic you are perceived to be... the more likely they will buy from you.
In other words ... do they trust you?
You want to be well known... you do! You need them to trust you!
To be known and trusted by your coworkers is not enough. To be known and trusted by your customers almost counts. To be known and trusted by your potential customers... now that counts! To be known and trusted in your industry... now that really counts.
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