Striking achievements are made by very successful salespeople based on a very simple rule: We tend to do business with those we like.
What is it about those we like that attracts us and creates compliance and commitment? And, how can you use these laws to ethically influence your prospects to become long-term clients?
One characteristic of trust lies in the degree to which someone is physically attractive. This is both simple and complex. Attractive people seem to elicit more trust in the short term. Researcher Robert Cialdini of Arizona State University reports that physical attractiveness falls into the category called "the halo effect." Some of his research has indicated that we automatically think of good-looking people as talented, kind, honest and intelligent.
