7 Proven Steps to Build Likability in Sales (Inspired by BOOST) - By Jordan Dessauer
Jul 03, 2025
In sales, likability isn’t just a bonus—it’s a game-changer. The BOOST Sales Success System reveals that people judge likability in just 0.1 seconds, and it’s the foundation for trust and closing deals. Drawing from Chapter 2 of the upcoming BOOST book (out September 2025), here are seven practical steps to make prospects love you—and buy from you.
1. Be Authentic
Authenticity builds trust. Share genuine stories or experiences to connect with clients. People can spot a fake a mile away, so let your real personality shine.
2. Show Genuine Interest
Ask open-ended questions about your prospect’s needs. Listen actively, not just to respond, but to understand. This triggers oxytocin, fostering trust, as the BOOST system explains.
3. Read the Culture
Adapt to your prospect’s communication style. Are they formal or casual? Mirroring their tone builds rapport fast, a key BOOST principle.
4. Smile and Use Warm Openers
A warm smile or a friendly greeting sets the tone. Try phrases like, “It’s great to connect with you today!” to break the ice.
5. Be Consistent
Consistency breeds reliability. Follow through on promises, whether it’s a follow-up call or a small gesture, to reinforce your credibility.
6. Use Positive Body Language
Open posture and steady eye contact signal confidence. The BOOST book emphasizes how physical presence amplifies your message.
7. Celebrate Their Wins
Acknowledge your prospect’s successes, no matter how small. This shows you’re invested in their journey, not just the sale.
These steps, rooted in the BOOST Sales Success System, helped Nike win over Deloris Jordan in the 1980s, launching the Jordan brand. Want to master likability and skyrocket your sales? Visit boostsales.com to explore our 1-hour assessment or 10-hour coaching package. Pre-order the new BOOST book, out September 2025, for more game-changing strategies!
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