Tough Personalities

As a sales rep I've always been good with the tough personality. You know the type. He's the guy that lets you into his office but doesn't invite you to sit down and gives you five minutes while he's looking at his watch to tell him what you're trying to sell him.

Here's how I learned how to deal with that personality. I'd look around the office for clues. If I'd see a family photo of him with young children, I'd think "I bet he's a really good and loving grandfather." I'd focus on that thought, greet him with a big smile and start asking questions about how I might be able to help.

It works. I'd build a connection with someone who was used to intimidating people. Try it.