"Presence" or how you present to a potential client is a critical component of the sales process.

In this article we will define the factors outside of your control (that you simply must accept) and we will also look at those factors within your control and what to do with them.

In her book "Executive Presence" author Sylvia Ann Hewlett shares a very candid outlook on: gender, race, age, language & appearance and their impact on how people perceive us. (If you read last week's article, you know how much I endorse reading, add this one to your reading list). Three of these are out of our control (and the book does a fantastic job of discussing them in great detail).

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