In this, I've shown you all kinds of personalities that have been very, very successful at sales.

I think what we can take from this is that style is a personal thing and we all have our own style and we should

work on our style to become better, more acceptable, more engaging with our marketplace.

And one of these characteristics is likeability.

And likeability is kind of the old school view of how we looked at sales that, oh, that

person's very likable, it's a people person. But I think there's more power to it than that,

meaning that it's not enough to rely solely on that

and certainly in the last few years a lot of people have put down that

part of the selling process that it really should be based solely on value and compelling reasons.

But we still need to talk to people.

And a lot of the things that we sell are easily viewed as commodities.

And here's a secret.

Everyone wants to view everything as a commodity.

Otherwise, they don't get any power. This is the topic

we're going to be talking about today and you may say to yourself, well that's not my

style but we all have a quotient of likeability. Some of us are less likable than others.

And if we were more likable, wouldn't we be more successful, make more money,

have more people want to talk with us, instead of just having to talk with us instead of just having to talk with us. Because logically

we view sales as a transaction, but when you have to work with somebody

over a reasonably long period of time, get to know them,

ask them for help, trust them, likeability becomes important and I don't think we should focus solely on it of course

but I don't think we should ignore it either. Let's get into this interview and before I do I want to make sure you

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