Whenever and whatever you’re pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips.
- “Divide and conquer.” If you’re doing a sales presentation, shake hands with everyone as they enter the room. Connect with them so you see them as individuals, and you become more memorable to them too. (People are usually more shy of groups of strangers than in one-on-one contacts.)
- Use technology to enhance your sales presentation, not drown it. PowerPoint can keep you on track, but it can’t establish trust. Source: Patricia Fripp
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