Many prospects will react negatively to the "professional salesperson". The perfect, smooth-talking polished salesperson trying to convince them to buy something puts them off because they feel bad that they don't have it as together as the professional does.

Don't strive to sound and look perfect. Allow the prospect to see some chinks in your armor. Salespeople make mistakes. When you look and sound flawless and you make a mistake, it hurts your credibility because you can't maintain the perfection you present. (No matter how smart you are or how well your presentation is delivered, there is always going to be someone else who can do it as well or better.)

Forget using buzzwords. Stumble at times on purpose. You look like a "real" person then. Instead of always "dressing for success," dress for what is appropriate for the situation. Try to make yourself like your prospect. For example, don't wear suits to an office where they dress in golf shirts and khakis.

Because you don't know them or their business, ask prospects for help to fill in gaps in information about themselves and their needs. It helps you understand and keeps them from feeling like you are trying to top them. Open discussions will give them a chance to relate to you on a more personal level.

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