Your key asset as a top sales professional is that you are someone with whom customers enjoy doing business and not someone who passes himself off as more likeable than he really is because he wants to close a deal at all costs.

Even the most insensitive, bumbling oaf of a client possesses instinct and intuition and unconsciously registers your gestures and your minutest facial expressions. He notices if your eyes glaze over, if you’re dismissive, or if your laugh is forced. He senses if your breathing is strained, if you’re nervous, or if your voice is listless or curt.