When you show genuine respect for your prospect you will be received more openly and with a less cynical belief about your intentions.
Why ? Because you are giving a person respect and almost all of us crave respect.
How do you show respect ?
- Be on time for your appointment.
- Be dressed appropriately.
- Be prepared, do not waste their time.
- Treat them courteously and as someone who knows their business.
- Sincere compliments help too, note that I wrote SINCERE.
- Know something about their company and them.(It says this in SPIN Selling, not to ask too many Situation Questions, Do Your Homework!)
It pays off in the long run.