This is a how to book by an author whose other works are about male/female relationship building (if you know what I mean).
While not the most compelling bit of literature or scientific study, there are some things that are of interest.
Here are some that I think you should know:
Here is someone who notes how important first impressions are. I agree. An interesting comment on body language is that she recommends not touching your face. I think that is right. In any business setting it is unsettling to the other party.
Get introductions. I call these in business, warm calls. Introductions from others is much, much better. Also, when first meeting someone, don’t complain about some topic. Be positive.
Small talk is important. Yes it is. Rapport building sets the right tone. Find some common ground. Be Professional. Listen. Ask Questions.
Favors. Don’t ask for something in return. (Give and Take?)
Pitching business. Be upfront about your interests too. Don’t only focus on the benefits to the other party. That is disingenuous.
Preparation is everything. Prep the FAQs.
Phone Skills. Interesting data point is that people lose 30% of their voice’s energy when on the phone. Speak up. I suggest you stand when on the phone to get a deeper voice.
Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.