You can always tell when someone’s just going through the motions. The tone is flat. The questions are surface-level. The follow-up is forgettable. It might check all the boxes, but it doesn’t spark anything. No movement. No momentum. No deal.
But then—every now and then—you come across someone who actually sees the person on the other end of the call. Who tunes in? Who connects. And suddenly, things shift.
Because when sales get personal, the magic happens.
People don’t Buy from Companies—They buy from People
You can have the best product, the sharpest pitch, the slickest tech. But none of it matters if the person across from you doesn’t feel seen. Real sales is emotional before it’s logical. People say yes when something clicks. When they trust you. When they feel like you get what they’re dealing with, not just what you’re offering.
That trust isn’t built in the pitch. It’s built into the pause. In the moment you say, “That sounds frustrating. Tell me more.” In the way you adapt, not just repeat.
Connection Drives Momentum
Sales leaders love talking about velocity. But speed without connection is friction. A conversation only moves forward when it meets someone where they actually are, not where your slide deck says they should be.
When a rep slows down long enough to personalize the conversation, everything changes. The buyer leans in. The wall comes down. Suddenly, you’re not selling. You’re solving. Together.
Here’s what personal really looks like
- A rep who remembers the buyer’s kid had a baseball game
- A follow-up email that references the actual pain point, not the template
- A proposal that says, “We made this with you in mind,” and means it
- A call that starts with, “Before we dive in, how have things been on your end lately?”
In New Markets, Personal Beats Polished
When you’re the outsider, people need more than a good offer. They need to feel like you understand their world. The market. The pressure. The risk. A scripted sales approach won’t cut it in unfamiliar territory.
But a personal one? That builds bridges fast. Especially when it’s backed by listening, relevance, and a willingness to adapt.
Make Space for the Spark
The personal moments are where magic enters the conversation. They’re small. Easy to miss. But powerful when noticed. When you meet someone with honesty, warmth, and intention, doors open.
So ask the extra question. Listen longer. Mention the thing they didn’t expect you to remember. Because deals don’t close on product alone. They close when someone feels like they’re not just another name in a pipeline.
That’s when the spark hits. That’s when sales turn into something more. And that’s where the magic lives.