People Who Need People
Find out how to break the ice with your prospects and make that all-important customer connection a reality.
By Barry Farber •
Opinions expressed by Entrepreneur contributors are their own.
There's an old saying every salesperson knows by heart:People buy from people they like, trust and respect. Theyespecially buy from people with whom they are comfortable--peoplewho make them feel at ease right from the start.
But for the salesperson, it's often the "start"that's the problem. When you're meeting someone for thevery first time, and there's a large sale at stake, it'sperfectly natural to be concerned about the outcome. What will yousay? How should you act? How can you convince the decision-maker tobe your side? The more important the sale, the worse your worryingwill get.
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