If I had to boil down sales to one line, this is it:
Be interested. Be interesting.
That’s it.
The best salespeople don’t lead with a pitch. They lead with curiosity. They make you feel seen, heard, understood. And then, once you trust them and know they care, they become someone worth listening to.
I’ll share one brief anecdote about how I’ve seen this play out in my life:
Growing up, my father (and our CEO), Craig Coppola, and I would go to random Little League or high school baseball games to watch his clients’ kids play. I can tell you with certainty, we weren’t going to those games for Craig to win more business. We were going because he genuinely cared. He wanted to see the game, the competition, the skill-level, and connect with his client on a personal level.
It was also a father-son bonding moment over baseball, just like he had with his father (my grandfather) growing up. That stuck with me.
So let’s break it down.
1. Be Interested
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Ask better questions.
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Don’t be transactional. Be relationship-driven.
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Stop thinking about the sale. Start thinking about the person. This is a recurring theme of our podcast, CRE – The Unspoken Truth.
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Listen. Actually listen.
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Lead with “people first, business later.”
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Want to be good at sales? Care more, genuinely.
2. Be Interesting
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Use specifics, not vague generalities.
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Tell stories.
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Share real numbers and results.
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Show your passion. Share your adversities.
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Add color. Add detail. Give them something to remember.
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Don’t blend in. People remember how you made them feel. They don’t remember all the words you say.
- Master your tone!
If you want to be great at sales, stop trying to sell. Be curious. Be human. Share real stories and connect genuinely with people. Be interesting and memorable.
People buy from people they trust, and people trust people who care.
Be interested. Be interesting.
Click here to download my PDF on The Secret to Sales!
Charlie Coppola
