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LikeabilityIt's So Fundamental!
Building rapport and "likeability" are always very high on my list of qualities to be developed by good salespeople. Likeability is so fundamental in selling that it's often overlooked in the sales primers. They typically concentrate on techniques like closing, answering objections, etc.
In her book How To Work a Room, Susan Roane lists what she calls the Top 10 minglers when meeting new people. Her list is also an excellent "likeability primer." Here are her Top 10:
Not a bad list. I think I'll take a month off and start working on three or four of them myself. Funny how those fundamentals can get away from you.
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|Sales Tip and Practice|
|Ask your manager or a trusted colleague to rate you on the above list on
a 1 to 10 scale. Give them permission to be truly honest. Ask them why they are
rating you so low in the areas where they do; then get to work on fundamental attitude
changes. That's where most likeability improvements take place, because that's where they
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