A small piece of communication, be it an e-mail or handwritten letter, is a gift of your time and energy. Done correctly,

your job is to make things easy for him. You’re lucky if you’re smarter—you don’t need the buyer to acknowledge that fact. Instead,

Entire books have been written about body language, but here’s a primer. There are four basic signals, each of which is giving

• Using jargon that’s accurate but which the buyer doesn’t understand. “I recommend a central VAX server running LINUX

• “I’m a personal CFO.

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

One Day Before Confirm the meeting Gather materials, visual aids, presentation notes, technology Print out a map Update PDA with buyer’s contact information Charge PDA and cell phone

Buyers are wary of meeting sellers in social situations. Thus, when you meet someone, develop the relationship and build rapport. Don’t talk business unless the other person takes the conversation in that direction. It’s not a deal

you can have only so many VIPs. I recommend a maximum of twenty VIPs on anyone’s list. Find the “Hidden Producers”