Comments on: The Credibility Process http://www.salesjournal.com/?p=265 Practical Advice for Maximizing Your Sales Results Fri, 10 Sep 2010 07:37:20 +0000 http://wordpress.org/?v=2.3.2 By: Michael Lovas http://www.salesjournal.com/?p=265#comment-12097 Michael Lovas Fri, 30 Oct 2009 19:57:24 +0000 http://www.salesjournal.com/?p=265#comment-12097 If you've reached this comment, that means you probably read my blog post. Thanks! I thought you might appreciate a little more insight into how to build your likeability. Yesterday, I delivered a 2-hour seminar to the Spokane CPA Society. The main point I made at the beginning was that if you can't get the prospect to like you, he most likely won't do business with you. And, the key to likeability is familiarity - making yourself seem more familiar to the prospect. And, the most effective way to do that is to match the prospect's facial expressions. The Credibility Process is explained in our book Axis of Influence. And, an in-depth exploration of how to read faces is our book Face Values. Both are available from our website: http://www.aboutpeople.com Of course, you could just send me an email and ask specific questions. Michael Lovas michael@aboutpeople.com If you’ve reached this comment, that means you probably read my blog post. Thanks! I thought you might appreciate a little more insight into how to build your likeability.

Yesterday, I delivered a 2-hour seminar to the Spokane CPA Society. The main point I made at the beginning was that if you can’t get the prospect to like you, he most likely won’t do business with you. And, the key to likeability is familiarity - making yourself seem more familiar to the prospect. And, the most effective way to do that is to match the prospect’s facial expressions.

The Credibility Process is explained in our book Axis of Influence. And, an in-depth exploration of how to read faces is our book Face Values. Both are available from our website: http://www.aboutpeople.com

Of course, you could just send me an email and ask specific questions.

Michael Lovas
michael@aboutpeople.com

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