I read this book about Barbara Corcoran several years ago, before she changed the book title to be a little flashier! Barbara started a real estate company in New York with $1,000 dollars she borrowed from her boyfriend. Around 2003 she sold her company for a boat load of money-I really enjoyed her book and learning about her tenacity. But there is only one thing that really sticks out in my mind-the time she met Donald Trump. She went to his office to meet him and hopefully generate a big deal. According to her, when Trump shook her hand, it was like a dead fish! From that point forward she did not trust him. Before you take your team to a sales presentation practice shaking hands-seriously! It is one of the first impressions that "the committee" will remember and be sure to look them dead in the eye when you are shaking their hand. Men expect a decent handshake from other men. Firm, but not too firm and don't pump my arm off! Women get cut a little more slack in this area but a woman with a great handshake is an awesome differentiator so do practice. I know it's a small, picky item but in this day of intense competition at sales presentations-it could be the difference.
PS While I'm on the subject of first impressions-make absolutely, positively sure that your fingernails are spotless and well groomed. The same goes for your shoes. Have a great sales presentation!Steve Mertz
First Impressions are HugeTags: Barbara Corcoran