In the 20-plus years I’ve been writing training manuals and advice columns, this subject is the one I’ve written about the most often.

There is no question one of the strongest traits of being a great salesperson is to be liked. Make a person feel special and they will like you.

Every time I’m in a situation where a salesperson is presenting a product to me, I generally have a couple of problems believing what I’m being told.

You may have seen my column about a year ago where I showed a picture of the house my wife, Anne, and I are building?

Just about any retail sales trainer I’ve ever listened to will tell you to greet your customers at the door and never leave their side until they buy or walk away.

Do you remember when the flooring industry went through the big controversy about whether to switch the sales of carpet and vinyl from being sold by the square yard to being sold by the square foot?