The most powerful selling tools at my disposal are my curiosity and my knowledge of human nature. If I’m in top form, I can pretty quickly tell what emotional state my client is in. Initially, I observe how she presents herself, what she says and how she says it, how she moves. In the first few seconds and minutes of our meeting I use my inner radar to detect all incoming information. Then, I allow her feelings to guide mine; I begin to feel with her.
Read online
