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Stuffed folders (Photo: Thinkstock) Modern sales is about much more than a handshake because a prospect’s first impression of you can happen in one of several different places. (Photo: Thinkstock)

Sales gurus have talked about the value of first impressions for decades — stand up straight, make eye contact, smile, give a firm handshake — but we have heard this advice for so long that we no longer take it as seriously as we should.


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