Imagine a salesperson makes an appointment with you, but then shows up aloof, half-asleep, uninterested in you, heedless of what you have to say, and displaying an obvious inferiority complex. If you had any inkling to do business with him, it vanished with his dignity. He’s simply unlikeable, and we avoid unlikeable people in our personal lives and our business environments. You’re not thinking of what he has to offer, but the easiest way to get him out the door. Contrast him with a sales professional who arrives on time, exudes positive energy from start to finish, listens to you, cares about what you have to say, respects the busyness of your schedule, and doesn’t shy away from helping you consider the pros and cons of his product for you. Likeability is no guarantee of a sale, but being unlikeable pretty surely hastens a speedy rejection. So be likeable. Display good energy, show genuine interest, and be confident. – Nathan
