Chapter 12. Making it Work for You
We all want to have warm, friendly working relationships. You want to like your prospect, and you want your prospect to like you. Unfortunately, even for students of Dale Carnegie’s ideas, that isn’t always easy, particularly during a first call.
You want to be sincere, to be yourself. You also want your client to be relaxed and at ease with you, with no sense of pretense or discomfort.
So . . . how do we achieve this comfortable balance?
Here are some tips for establishing rapport and building conscious relationships with your prospects:
Be your professional self. Don’t try to act like somebody other than who you are. If you do, it’ll come across as insincere or false.
You can listen with interest and enthusiasm ...
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