Never forget that we buy from people be like. You can probably count on one hand the number of times you have purchased a product or a service from someone you really didn’t like. I’m not saying it can’t happen, but most of us, especially when we are spending a lot of money wanted to business with someone we feel somewhat optimistic about. That doesn’t mean we have to feel like we’re best friends, but it means we have to like them, even in a small way.
When you speak to a prospect on the phone, does your voice and tonality convey a sense of likability?