Janine Driver

How to Come Across as 100 Percent Credible to Everyone

steeple their hands.

How do you put people at ease? By convincing them they are OK and that the two of you are similar. When you do that, you break down walls of fear, suspicion, and mistrust.

They may not jump up and down asking, How did you remember that? Nevertheless, they will remember you. No matter how important the VIP, he or she senses a special kinship

with the person who refers to other than their usual well-known accomplishments

Right after youve talked to someone at a party, take out your pen. On the back of his or her business card write notes to remind you of the conversation: his favorite restaurant, sport, movie, or drink; whom she admires, where she grew up, a high school honor; or maybe a joke he told.

In your next communication, toss off a reference to the favorite restaurant, sport, movie, drink, hometown, high school honor. Or reprieve the laugh over the great joke

Politicians are constantly selling themselves. (If youve ever wondered why America is called The Land of Promise, just keep your ears open in election year.) But, of course, to know what to promise people, politicians use the next super sales technique called Eyeball Selling

Jimmi says the fancy sales techniques hes learned over the years (Benefits Selling, Partnering, Selling to Personality Types, Value-Added Concept, Rejection Proofing, Spin Selling) all pale next to what he calls Eyeball Selling.

Eyeball Selling is not memorizing two dozen closing tecniques. Nor is it verbally sparring with a customer to overcome objections. Jimmi says its quite simply keeping his eyes open, watching his customers reactions, and adjusting his sales pitch according to how his customers body moves

While Jimmi is giving his sales pitch, hes concentrating more on how his customer fidgets, twitches, and squirms than on what hes saying. Hes scrutinizing his customers involuntary head movments. Hes studying her hand gestures, her body rotation, her facial expressionseven her eye fluctuations. Jimmi says when his cutomer is not saying a word, even if shes trying to give you a poker face, she cannot not communicate. She may not say in words how receptive she is to your pitch, but shes clearly telling you nonethless. Jimmi says knowing what turns a prospect on, what turns her off, and what leaves her neutral from moment to moment can make or break the sale.

He says, The first challenge in Eyeball Selling is discoering who the real decision maker is.