Do you remember when you left an important interview dejected and disappointed? Maybe you didn’t say the right things. Maybe you spilled coffee or juice on your shirt before you arrived at the interview. Or maybe you just weren’t firing on all cylinders.
In sales, we are constantly in an interview with our customers. While they might not sit us down and ask us direct questions, they are quickly trying to determine our intentions and whether or not we will be able to fulfill those intentions. In other words, in a few seconds, they are trying to learn whether we are there to help or there to make a sale.