Chapter 2. How to assess the character of your prospect quickly and accurately
How to make these judgements
The most common reasons why people misjudge the characters of others
‘You must look into people, as well as at them.’ | ||
| --Lord Chesterfield (1694–1773), correspondent | ||
It is natural to assume that other people see things the way we do. However, if you present a group of people with a straightforward piece of information they usually have very different reactions to that information. (Think how journalists, presented with the same information, report it so differently.) Imagine the sales advantage you would have if you knew in advance how each individual prospect would react to a given piece of information.
It is very easy to gain that advantage. ...
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