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October 15th
1998

Can you like everyone? Must prospects like you? Is it important for decision makers and those with influence to like a sales person? Surely they will favour the merit of a product or service.

Explosion of choice and competition confuse the picture. Customers bleed for the want of reliable, trusted advice. Who can they trust? It is hard to believe in the integrity of those you don't like.

So what makes you like someone? Here is a list - the result of more than a few years study and research.

First impressions.
Their interest in you.
Common thinking style.
How much they like you.
What they might do for you.
Common adversity.
Common interests.

Knowing it is only the half of it. Faking it seldom works. Non verbal cues in body language, voice and words give one away, sooner or later. You can always spot a bad actor. How do good actors convince us? They live the role. They create the person, inside themselves. They feel  it, as if it were real. There is only one sure way to emulate this. Make it real. Take a genuine interest in those you would like to listen. Identify and adapt for their thinking style. Find reasons to like them. Think of what you can do for them. Learn about their interests. Put yourself, metaphorically, on their side of the desk.

Clive Miller
 

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Tel 44 (0)118 933 1357
Wyvols Court, Swallowfield, 
Reading, UK, RG7 1WY
info@salessense.co.uk

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