Hey, before we get into the interview, I want to make sure you're aware of our other

podcast, the Sales Questions, Brutally Honest Answers show, which is a very quick,

under five minutes in most cases, sometimes just a few minutes, where I answer

your questions.

You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer

Also at the sales leadership show if you're looking to get into sales leadership or you want to hear from the world's best sales leaders

that's where I interview them check it out the sales leadership show also at

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Here we go. Being liked and like a bowl are important in sales, aren't they?

It's certainly part of it. I mean, being liked is going to help you get in the door. It's probably going to help you get meetings and it's a it's a part of just life in general and sales but at some point just being liked isn't going to make people change or make people

spend a ton of money with you or your company you're going to have to have a lot of other

things in between there so sometimes the old kind of old school way of sales

always be closing type mentality and being likable. It gets you to a certain point

but then what is that other part of it? And then also, I think myself included, sometimes I want to be liked so much from my customers or people I'm working with or internally at my company that I don't deliver bad news. I don't do other things

because I want people to like me. So then that hinders my reputation, that

hinders my deals. So there's a lot of psychology I think with wanting to be liked and how it affects you as a

salesperson.

Yeah, I think, you know, when you think about what is, or what's a salesperson like,'s the gregarious life of the party someone you

want to be around and there's a lot of benefits to that and a couple years ago there was a

influencer on LinkedIn saying it doesn't matter at all if there's enough value

there they don't care if you're likable.

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