---
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/tsw-custom/share/share-you-need-to-sell-betr--lets-look-at-t.jpg
---

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 Aug 11, 2016

# 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)

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## Related posts

[![You need to sell BETR™. Let's look at E. | The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/tsw-custom/share/share-you-need-to-sell-betr--lets-look-at-e.jpg?height=200&name=share-you-need-to-sell-betr--lets-look-at-e.jpg)](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-look-at-e)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [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) 

 Aug 10, 2016

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)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [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) 

 Aug 09, 2016

To bond means to:

[Read more](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-start-with-b)

[![You need to sell BETR™. Let's conclude with R. | The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/tsw-custom/share/share-you-need-to-sell-betr--lets-conclude-with-r.jpg?height=200&name=share-you-need-to-sell-betr--lets-conclude-with-r.jpg)](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-conclude-with-r)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [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) 

 Aug 12, 2016

Rapport is a noun and means:

[Read more](https://thesaleswhisperer.com/blog/you-need-to-sell-betr.-lets-conclude-with-r)

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