Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.


INSIGHT: Look for their passion. Try to find out what they did last weekend, or what they’re doing this weekend. Finding out their personal interests will reveal their passion. Avoid politics, their personal problems, and for goodness sakes don’t lament your personal problems.

INSIGHT: People love to talk about themselves. Ask the right question and it’s tough to shut them up. The object is for you to find a subject, idea, or situation that you BOTH know about or are interested in.

One last word of caution budget your time establishing rapport. You’re on a mission. But I can assure you the mission is most likely to be accomplished if you have made a friend before make the presentation.