The following phrase is a lie:  “People don’t know care how much you know until they know how much you care.”

Your clients don’t care if you care about them.  They care more than anything about the problems facing them in their companies every day and they care to know if you can solve those problems.  If you can show them that then you have earned the right to build an agenda-free relationship with them.  To many sales people err on the side of back-slapping relationship building instead of sifting to uncover needs, finding out how those needs impact their prospects, and then showing their prospects specifically how they can solve those problems.

This phrase is more accurate:

People don’t care how much you know until they know how much you can solve their problems.

Scott Love

http://www.GreatRecruiterTraining.com