Read Your Prospect
It’s one thing to read body language with its eye movement or breathing patterns. It’s another thing all together to engage in reading people by checking the pace, pattern, and length of silence mixed with non-verbal cues (poker “tells”) while never firmly assuming their intent.
Know Yourself to Read Others
The digital sun rises and sets on personal brand. How you are viewed comes complete with general assumptions and information filters, all mixed with experiences potential clients have had with similar brands. How you envision yourself is not always in line with the opinions held by the person across the table.