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Super selling by Infinite Ideas

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4. Learning SUSS

What’s in this chapter for you

  • First impressions count
  • Starting to SUSS
  • Looking and feeling the part
  • State of mind
  • Golden handshakes
  • Understudying
  • Body language
  • Mind methods

‘You don’t get a second chance to make a good first impression.’

– Marvin Peters

That’s the adage. It’s not always true, but it is hard to reverse an initial bad impression.

Modern human beings have inherited from our prehistoric ancestors the need to make a quick and accurate judgement on whether another is a friend or foe. This genetic ‘fight or flight’ response is designed to protect our well-being.

Perhaps not as necessary as it was thousands of years ago in terms of life or death, it does still govern the opening of the majority of first meetings. ...

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