Sales has changed. You remember how it used to be, right? Waiting in the lobby for that big appointment. Impersonal boardroom meetings. You sat across the table from each other; you didn’t tell him too much and he didn’t give you any clues as to what he was thinking.
You bantered and built trust through non-verbal communication techniques — the ones you read about in the sales book du jour. Or maybe during a sales meeting, one of the more seasoned professionals imparted you with knowledge. “Pace your prospect,” he told you. “When he leans in, you lean in. When he crosses his arms, so do you.”
Your presentation skills involve walking the room, waving your hands, smiling, nodding, looking people straight in the eye. All this comes easy for you, doesn’t it? You are an extrovert.
Back in school, you were the center of attention. You have no fear of attending parties by yourself. Peers, prospects, and colleagues consider you outgoing and engaging. You’re boisterous, lively, energetic, entertaining, maybe charming.
Friends and family have been telling you for years, “You’re such a people person, you should go into sales.” So one day, you took their advice and jumped into the sales profession.
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