---
title: Jerry Acuff Shares How To Create The Relationship Edge In Sales
description: Jerry Acuff Shares How To Create The Relationship Edge In Sales on The Sales Podcast with Wes Schaeffer, The Business Fixer.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-34144534-1.jpg
---
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Oct 11, 2024
# Jerry Acuff Shares How To Create The Relationship Edge In Sales
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## "You have to get people to want to hear what you have to say."
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- VMI graduate
- Detach
- What is your organizational definition of selling?
- Selling is teaching.
- Selling is finding out what people want and helping them get it...but people usually don't know what they need.
- You have to get people interested in what you do.
- "Hook Point": Pattern interruption is key.
- You have to earn the right to have a conversation.
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKAjnm0YDTs7ZkcpWGw3ghil0zIXvlDx%2BFY7HkT0fQfhx3mk7oZF9ikKs38AXLsknGAg9GZiUSGSi5Q7nkCOfYh%2F7WA6F3ly5KTO2ZxsXsAX2g6NesZ97qeLxb%2FRHM%2BKjuPgWAUnj8%2FsbXcPm8tObD0RuEN57GPhPUb9Ze7OAG23loeRQF0&webInteractiveContentId=178194433547&portalId=443614)
- "Don't make me you."
- "You got no style, pal, that's why I'm here."
- How do you build relationships with people who are difficult?
- Don't know my name.
- Know my name.
- People who like me.
- People who want to see me.
- People who value a relationship with me.
> Don't make me you.”
- As a manager, your people need to be promoted, but you must know their best customers.
- Six steps to be a great sales manager
- Create the right culture.
- What kind of person do you need to hire?
- He hired a single mom, an LPN,...only one had industry experience and he was the 19th out of 20th, and the 20th was fired.
> You have to get people to want to hear what you have to say."
- Tonality is important when prospecting.
- Get people to want to listen to what you have to say with how you say it.
- "Is it okay if I ask you a personal question?"
- "Make me feel important."
- "They're different."
- How do you train people?
- How do you coach with meaningful feedback?
- They must give you an example of their sense of urgency...and prove they have great people skills...and how competitive they are...no ego—measured confidence, but not arrogance—...or don't hire them.
- He took a lot of personality tests and learned key features to look for:
- Competitiveness
- Sense of urgency
- Can relate to people
- Nobody succeeds alone.
- He will take a product and help you figure out how to sell it.
Key Takeaways
- Selling is fundamentally about teaching and understanding needs.
- Building relationships is crucial for sales success.
- Sales leadership requires a clear definition of selling.
- Creating a positive sales culture is essential for performance.
- Hiring the right people can make or break a sales team.
- Confidence in sales should not cross into ego.
- Personal connections can significantly enhance sales effectiveness.
- Sales techniques must adapt to modern challenges.
- Understanding customer perspectives is key to effective selling.
- Successful salespeople often have a strong sense of urgency.
**GUEST INFO:**
- Guest Site: [https://deltapoint.com/](https://deltapoint.com/)
- Guest Site: https://www.jerryacuff.com/sled
- Guest LinkedIn: https://www.linkedin.com/in/jerryacuff/
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Hire The Best Speaker](https://thesaleswhisperer.com/) for your sales meeting or marketing conference
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)
- [Get The “Whisper Starter Pack](https://whisperpack.carrd.co/)"
- [Get this great CRM for free](https://thesaleswhisperer.com/best-crms)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
[Salesforce.com](https://thesaleswhisperer.com/blog/topic/salesforce-com), [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Entrepreneur](https://thesaleswhisperer.com/blog/topic/entrepreneur)
## [Prospecting Tips: How To Sell To Big Companies, Jill Konrath](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Sales Training Expert Jill Konrath
[Read more](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
[](https://thesaleswhisperer.com/blog/walter-crosby)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Cigars, Salespeople & Sales Training: Walter Crosby, The Sales Podcast](https://thesaleswhisperer.com/blog/walter-crosby)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Dec 30, 2024
"Mediocrity in your team can drive away top performers." \[ LISTEN NOW ON APPLE PODCASTS \] Listen to...
[Read more](https://thesaleswhisperer.com/blog/walter-crosby)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Assemble Your Best Sales Team With Founder Matt Green](https://thesaleswhisperer.com/blog/matt-green)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
May 23, 2023
Move beyond sales methodologies to become effective at sales \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/matt-green)
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