Adaptability

It is important that you learn to vary your presentation, to vary your pace, to vary your language based on the type of people you are speaking to.

I mean, if you're calling on somebody who's a bottom-line, time-disciplined, fact-oriented, busy, results-oriented individual, are you going to go in, spend ten or fifteen minutes "chit-chatting" or socializing trying to get to know that person? Obviously not!

If you're calling on somebody who is a very friendly, outgoing person who likes to talk about sports and family and just various things about business and wants to get to know somebody first and you walk in and bottom-line everything with little or no social talk, do you think that might irritate that person? Definitely!

Therefore, you have to size people up and get on their wavelength to create chemistry so that person will say, "Hey, you're the type of person I want to do deal with on a long-term basis." This whole approach is called adaptability - your ability to change your approach, to change your strategy, depending on the situation or the person you are dealing with. That's how you really connect with people quicker, deeper, and longer.