Good in a Room

• Combination. This is both direct and indirect. You use an

Let me address these two issues. First, if you follow up correctly, you’re not a bother. You’re not nagging or pestering

have, the keys to being likeable are to be empathic and interested. Empathy means that you care. You can step into the

Secret 3: The warmth that signifies true rapport is not

something you can force.

giving you signals and clues about what he wants. When you are talking, the spotlight is on you and the buyer is likely losing interest.

1. What do I want? 2. What do they want? 3. What do they expect?

your pitch to achieve maximum impact, you must consider the buyer’s expectations and adjust accordingly.

valuable information. If you work with me, you’ll learn things you didn’t already know—and that might make all the difference.”

2. At the beginning of the meeting, explicitly state the purpose of the meeting. Don’t assume that the buyer remembers