--- title: You need to sell BETR™. Let's look at T. description: In every human interaction a sale is made. Every. Single. One. Here's part 3 of a 4 part series on how to sell BETR™. image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/missing-image-Jun-05-2026-11-35-44-7086-PM-Jun-13-2026-02-56-47-2931-PM.png --- [Skip to content](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # You need to sell BETR™. Let's look at T. ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-t) The adage "People must know, like and trust you before they'll buy from you" has been beaten to death to the sales demise of many well-meaning salespeople and business owners. The only thing that really matters is that your prospect trusts you. Now don't get me wrong. Knowing and liking you sure do make things easiers when it comes to marketing and selling, but I know a lot of people that are fun to hang out with and be around but I wouldn't take their advice or buy anything more expensive than lemonade from their kids who setup a stand in front of their house on the weekend. However, when my 5th child was just shy of three years old (in 2007) and spent 11 days in the hospital with an un-diagnosed ruptured appendix, the surgeon they finally recommended was unknown to me and had the bedside manner of Attila the Hun so I did not like her...but I trusted her implicitly.  The staff spoke of her in hushed, reverent tones. Her undergraduate, graduate, internships, and advanced training and experience all checked out.  Without a doubt she was the doctor for our baby girl. What do you do to gain the trust of your prospects and clients? Your past customers become the prologue for your future customers.  That's why I recommend getting as many testimonials as humanly possible. If I say I'm trustworthy you'll doubt me. If 5 or 10 or 100 of my customers say I deliver the goods then it's the truth. It's like trying to buildi a brand. Too many young / new / small companies want to do "brand building" because it sounds sexy and easy and fun when in reality you should focus on exceding the expectations of your customers and watch your brand of being a quality, trustworthy firm build itself. Trust me on that and on this: [/daily](https://thesaleswhisperer.com/daily) Good Selling, ![inbound\_marketing\_wes\_signature\_no\_background.png](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/missing-image-Jun-05-2026-11-35-44-7086-PM-Jun-13-2026-02-56-47-2931-PM.png?width=105&name=missing-image-Jun-05-2026-11-35-44-7086-PM-Jun-13-2026-02-56-47-2931-PM.png) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## Related posts [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/missing-image-Jun-05-2026-11-23-33-9521-PM-Jun-13-2026-02-38-30-9356-PM.png?height=200&name=missing-image-Jun-05-2026-11-23-33-9521-PM-Jun-13-2026-02-38-30-9356-PM.png)](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-e) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [You need to sell BETR™. Let's look at E.](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-e) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Empathy essentially means you see things from the perspective of others...You know what it's like... [Read more](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-e) [![You need to sell BETR™. Let's start with B. — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-16111438-1.jpg?height=200&name=pexels-16111438-1.jpg)](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-start-with-b) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [You need to sell BETR™. Let's start with B.](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-start-with-b) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 To bond means to: [Read more](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-start-with-b) [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/missing-image-Jun-05-2026-11-35-44-7086-PM-Jun-13-2026-02-56-47-2931-PM.png?height=200&name=missing-image-Jun-05-2026-11-35-44-7086-PM-Jun-13-2026-02-56-47-2931-PM.png)](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-conclude-with-r) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [You need to sell BETR™. Let's conclude with R.](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-conclude-with-r) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Rapport is a noun and means: [Read more](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-conclude-with-r) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Wes Schaeffer", "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer" }, "dateModified" : "2026-07-04T00:51:08.150Z", "datePublished" : "2025-06-13T14:35:44.000Z", "headline" : "You need to sell BETR™. 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