Imagine that there are four sales professionals standing in front of you, all of them with records of success. On paper, they all look outstanding. One of them is going to end up closing a six-figure sale with your company today. After watching their body language for a few minutes before presentations start, you can already tell that you're not likely to work with salespersons #1 and #3. These two people won't make eye contact; in fact, they seem to work hard to avoid it. They keep shifting on their feet, and #3 mops the sweat off his brow every few minutes. They talk at you (not to you), detailing the minutiae of their products. Clearly they’re more comfortable with their product than they are people.