In order to increase the likelihood of customers buying from you, it is crucial to shift your focus from your own world to theirs. Unfortunately, most salespersons tend to view the world solely through their own perspective, but there is a small percentage, around 1%, who understand the importance of seeing things from the customer's point of view. As a salesperson, it is essential to demonstrate that you perceive the world in the same way as your customers do. This can be achieved by adopting their language and phraseology, and by repeating the specific words they use, thus showing that you have truly listened. Additionally, mirroring their tone of voice, volume, and pace can also help establish a sense of comfort and connection. I think by being relatable to customers, they will feel more at ease with you, which in turn increases the likelihood of them making a purchase.