We all make instant judgments when we first meet people. Those judgments, which are both imperfect and emotional, have a lasting impact on how we view and interact with others.

Trust me, your prospects make these same imperfect judgments about you every day. First impressions are about likability and likability is the gateway to building emotional connections with your prospect. Emotions drive sales. If your prospect likes you they will be open to answering your questions, engaging in a conversation about their needs and situation, and ultimately buying from you.

Unlike trust, being perceived as likeable or unlikeable occurs in mere moments and begins in your prospects subconscious long before they are aware of how they feel about you at the conscious level.

The problem we face in sales is we dont always get to choose the people we interact with. Many of the people we encounter will not be naturally attracted to us. Complicating things more are the preconceived notions that all people bring into relationships. These perceptions, which include but are not limited to cultural, racial, and socioeconomic biases, are also beyond our control.

The point is, there are myriad reasons a prospect may not like you and many of the reasons (rational or irrational) are completely outside of your control. This is why, when you meet new prospects, it is absolutely critical that you control those things that are within your power to control. (Read the entire transcript here: http://jebblount.com/7-keys-making-great-impression/)