Prospects size you up personally while making their buying decision. “Are you credible?” “Competent?” “Interested in their situation?” The following tips will help you avoid the blank stare of disengagement when faced with similar scenarios.

Consider Your Demeanor — Don’t Confuse Boring for Sincere

Create flair and drama as you present a new idea, product, or service. Wanting to shed the huckster image of 40 or 50 years ago, some sales professionals have gone to the other extreme, and removed all animation, inflection, and energy from their delivery style in an effort to come across as more “sincere.”

Instead of … Read the rest