With law degree in hand and years of consuming information, Alex was ready to tackle the business seminar on marketing. Entering the registration area, he barely made eye contact but his vocal chords were fully engaged. His outfit consisted of items he found at thrift stores and he was delighted to tell anyone who would listen how he acquired each one for a bargain price.

Alex greeted the staff at the registration table with one of his well-rehearsed comments, and having received his nametag and workbook, he marched into the meeting room ready to promote his business. As he met other attendees, no matter what they said, he had a quick retort and deftly turned the conversation toward his area of expertise.

During the seminar, Alex was quiet unless instructed to turn to a partner or small group and share on the idea just presented. Then nothing restrained his tongue. Oblivious of the other people’s desire to talk, he plunged forth with his thoughts taking up most of the allotted time. He seemed unaware of how he dominated the discussion and took up more than his fair share.

At breaks, Alex talked almost continuously about his favorite subject – himself! By the end of the seminar, almost everyone knew who he was, although he had no idea the names or occupations of the other participants. He wanted new clients. That’s why he came to this event. Many of the attendees could have used the legal services he offered. Yet no one reached out to him beyond that day.

Being smart was insufficient to earn people’s trust. Controlling conversations was a turnoff. Lacking sensitivity to people’s needs repelled potential prospects. To make more sales, Alex has to be present. He should become a student of AlikeAbility™. He must start by understanding how his personality style has rough spots that rub others the wrong way. He has to learn how to downplay or discard such traits. Then he can match his style to the appropriate person. With practice, he can leave people thinking and feeling that “we’re alike!”