Respect. We all know it’s important, but do we really think about how we’re earning it in every single interaction? In sales—and honestly, in life—respect isn’t something you’re automatically handed. It’s built, and often, it’s built through the little things: how you treat people, how you show up, and how you make others feel. So, let’s dig into the real power of respect, and why it matters in every relationship you’re building.
Respect Starts With How You Treat Every Person
Here’s the thing: respect doesn’t start with the CEO or the top decision-maker; it starts with the receptionist, the assistant, the security guard. I’ve seen countless times how the way you treat people in those roles can have a lasting impact on your relationships and reputation. Treat everyone like they matter, because they do.
I’ll tell you a quick story. Early in my career, I was waiting in the lobby of a prospective client’s office and struck up a conversation with the receptionist. A few minutes later, as I was heading into the meeting, she mentioned something crucial about the decision-maker’s focus for the quarter. Because I took a moment to talk to her, I went into that meeting better prepared. Moments like that reinforce this truth: respect everyone, because you never know who’s watching or who holds a piece of information you might need.
The Power of Politeness: Making a Lasting Impression
Small gestures can make the biggest difference. Saying “thank you” to someone helping you out or using a person’s name in conversation shows that you see them, not just as part of the furniture, but as a valued part of the team. These things may sound small, but they add up to a massive impact.
Every time I finish a meeting, I make it a habit to say thank you to everyone who helped make that meeting happen. From the person who offered me coffee to the assistant who arranged the call, they each played a role, and it costs me nothing to show a bit of gratitude. It’s a small effort that goes a long way in building a network of people who feel respected and, in turn, respect you.
Manners with “Gatekeepers” Can Open More Doors Than You Realize
This is critical, especially in sales: if you’re dismissive or impolite with the “gatekeepers” (you know, the assistants, the receptionists, the people screening calls), you’re making your job harder. Often, these people are a direct line to the decision-maker, and if you treat them right, they’ll open doors for you.
One time, I called a company, and the assistant was the first point of contact. I treated her with the same respect I’d give a CEO. I asked about her day, genuinely engaged in conversation, and even followed up with a thank-you note after our call. Guess what? When I called back a week later, she remembered me and connected me directly to the executive without hesitation. A bit of politeness paid off big time.
Be Genuine and Mindful in Every Interaction
In sales, people sense authenticity from a mile away. Respect isn’t something you can fake, and the truth is, people respond when they know you’re being genuine. One of the best ways to show genuine respect is simply to take a moment to really listen to the people you’re speaking with.
For example, if I’m visiting a client and the assistant shares some insight about their recent project, I make it a point to bring that up in conversation with the decision-maker. Not only does it show I’m listening, but it also shows that I value what everyone in the organization has to say. Respect is about being engaged, being present, and showing people they matter.
It’s the Little Things That Build a Big Reputation
Every interaction, every “thank you,” every door you hold open—it all stacks up to build a reputation of respect. And here’s the thing about reputations: they follow you. People will remember how you made them feel long after they’ve forgotten what you said.
I once heard a client mention that they were consistently impressed by how I always addressed everyone on their team by name. For them, it showed that I cared, not just about the sale but about their whole operation. It was a small habit that earned me respect, and that respect translated into trust—a key ingredient in any long-term relationship.
Respect is the Foundation of Strong Relationships
At the end of the day, respect is the foundation that everything else is built on. Without it, you’re just a salesperson chasing numbers. With it, you’re someone people trust, someone they want to do business with, and someone they know will always value the human side of every interaction.
So, here’s my challenge to you: the next time you’re on a call, in a meeting, or even just waiting in the lobby, think about how you’re showing respect. Take a moment to say “thank you,” use someone’s name, and make that extra effort. It’s the simplest way to build connections that last. Because in sales—and life—respect is everything.
