In old school business-to-business selling, we were taught to find something in our prospect’s office to relate to and use to spark a conversation.  Could be a picture or a poster or even a style of furniture.  In theory the lesson was simple and wise.  In the field, though, it proves to be ill advised as it comes across as insincere and forced.  Or as trouble if the object has some painful emotional connection with the prospect and you approach it in the wrong way. Look, you want to be likeable, and that’s good, but you can’t force it.  What does it take then to be a likable sales professional?  Be you, confidently!