Developing people to their full potential
The Likeability Factor
17/08/2010
Its long been recognised that people will more readily do business with people they like. Indeed one of the main factors in the psychology of persuasion is likeability. Whether they love the product or service or not people will still want to do business with you if they like you. So, without become gushy and sycophantic, how do you persuade people to like you.
Here are 5 criterion:
1. Confidence: Humble, quiet confidence is just plain attractive and makes others feel at ease.
2. Intrigue: Lean into greetings, make eye contact and prepare short conversational bits to eliminate awkward silences.
3. Interest in others: Say less and ask more questions. Then show you were listening.
4. Enthusiasm: Pull out your genuine enjoyment for others and always be willing to laugh at yourself.
5. Respect: Be well intentioned, well mannered and share compliments generously.
Of course being well liked is not the whole deal but it will get you a sufficiently interested audience to allow you to establish your credibility and advance some way down the sales process.
Paraphrased version of Michael Port article in the Entrepreneur Magazine.