Chapter 4

Develop Your Likability

All things being equal, people will do business with, and refer business to, those people they know, like, and trust.

—Bob Burg

We all want to be liked. It is human nature to strive to become the type of person who attracts others. And the quality of the people with whom we surround ourselves has an enormous effect on our own life. Often your likability helps define your professional and personal success. When you are likable, you will always have a friend or colleague you can reach out to for help, guidance, and advice.

To be likable, you do not have to be an athlete, or top business executive, or even someone with a really interesting job. You do not have to try to entertain people by being unbelievably funny ...

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