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How a Great Salesperson Is Made

2025-10-13

The First Cornerstone – Attitude: Doing the Right Thing We often say attitude determines everything, and this holds especially true in sales. The attitude of exceptional salespeople can be summed up by three keywords: altruistic mindset, empathy, and infinite game thinking. Altruistic Mindset Top-performing salespeople—those who consistently earn client trust and lead in results—share a common trait: an altruistic mindset. An altruistic mindset means considering not just your own interests but others’ as well; not just immediate gains but long-term benefits. When taking action, it seeks to fulfill both your needs and others’. In extreme cases, this may even require setting aside some of your own desires to meet the other party’s wishes. Altruism is not just talk—it’s a skill that demands deliberate learning, continuous cultivation, and relentless practice. You’ve probably heard: “The greatest business model in the world is altruism. The value you create for others is the value you gain.” Many entrepreneurs today study the management philosophy of Japan’s Kazuo Inamori. Inamori once said, “Everyone has the potential to succeed; what matters is belief and mindset. Character, way of thinking, passion, and resolve are more important than ability. Stay cheerful and positive, hold onto dreams and hope, and face everything with sincerity.” An altruistic mindset is visible—you can tell if a salesperson is self-serving or client-focused from the moment they meet a client, from their first words. Are they driven to hit monthly targets, or truly eager to solve the client’s problems? When you focus on creating value for clients and helping them succeed, you’ll naturally ask: What challenges are they facing? What support do they need? This approach yields extraordinary results. To genuinely help clients, sales isn’t about pushing products—it’s about creating value and enabling others’ success. This altruistic mindset often manifests as a “client-centric” approach: thinking from the client’s perspective, communicating in their language, and understanding their real needs. For example, when a client asks about the price of a pair of shoes, they might actually be wondering: What colors do my end customers prefer? What are their usage scenarios? What outfits will they pair these shoes with? How should I manage my size ratios? How can I make my clients repeat purchases? How do I reduce shipping costs? How do I increase profit margins? By deeply understanding these questions and helping clients succeed, you succeed together. To do this, you must invest in research—study industry trends, learn industry jargon, and prepare thoroughly to communicate effectively with clients. Empathy Empathy is equally critical. Great salespeople aren’t defined by “wolf-like” aggression or “Buddha-like” detachment—they thrive on humanity. Empathy means centering on the other person’s feelings and seeing the world through their eyes. To cultivate empathy, remember these six principles: 1. Treat others as you wish to be treated. If you’re willing to help clients, they’ll help you. If you value them, they’ll value you. 2. Put yourself in their shoes. To earn a client’s understanding, first understand them. 3. The client’s perception of you is your true brand. Learn to see yourself through their eyes and improve accordingly. 4. Change yourself to change the world. To earn a client’s respect, start by transforming your own approach. 5. Be authentic and trustworthy. No one trusts someone who hides things. 6. Show genuine emotion. Sincere praise, for instance, is palpable—clients can distinguish between insincere flattery and heartfelt admiration. This is the essence of mutual connection. Infinite Game Thinking Do you operate with a finite or infinite game mindset? This is another pivotal aspect of attitude. A finite game mindset fixates on single deals or short-term gains. An infinite game mindset looks further ahead, prioritizing longevity. As the saying goes, “Rather than rushing to be first, strive for an endless flow.” This is the spirit of working with high-value clients: it’s not about winning every small battle, but about sustaining long-term partnerships. Whether running a business or serving key clients, finite thinking (short-term, competitive, win-lose) yields vastly different results from infinite thinking (long-term, collaborative, win-win). As the Chinese proverb goes: “Winning every battle doesn’t guarantee winning the war.” Start by asking why you do what you do, then figure out how. This is the global vision of infinite play. I learned this firsthand in 2009. When we secured a major order from a key Italian client, we decided—after consulting them—to cede part of the project’s products to another company instead of monopolizing the work. This tough choice strengthened our trust and laid the groundwork for a longer, more fruitful partnership. Next time, we’ll explore more valuable insights. Subscribe to stay tuned.

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E·POLEM Shoes is positioned as "casual, fashionable, elegant and simple", aiming to meet consumers' dual needs for comfort and taste through high-quality leather shoes.

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Contact: Helen Zheng

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