The reality of life is that the people you meet are strangers. In a very quick time frame - some research suggests as short as 7 seconds - people will make a decision as to whether or not they like that person, and if they don’t like you - they won’t do business with you. You don’t need to be best friends with your clients, but they need to like you on a deep primordial level.

Armed with this knowledge, Episode Three will dive into how we make a great first impression, how we guide prospects through the journey. We’ll take the insights from Episode’s Two’s discussion of the psychology at play to our benefit to control the emotional process of talking to strangers.

Key Points:

--Preparation is the key to predicting your results

--How to use the mirror

--It’s all about striving for simplicity

--The things you aren’t paying attention to that you should be

--Recognizing where the prospect is in their buying journey (You can’t sell to everyone!)

--Observe, sense, adjust: The role of emotional intelligence in that initial touch point and beyond

--The role of emotional intelligence in the sales process (observe, sense, adjust)

--Your role is to control their emotional journey in the sales and construction processes