There's a lot of resistance when it comes to the word "sales" both in your mind and your prospect’s. Some of it comes from the perception that you have to be aggressive and a different person than you would normally be. Many people feel like they have to be in some kind of magical altered state to deliver a sales presentation, when really, it should be a natural conversation.

What happens during the rapport building phase is you'll be having a normal conversation, and then it's like a switch is flipped, and you go into sales mode when you start talking about your product or business opportunity. That can come from the fact that you may have scripted out talking points or an entire presentation you want to deliver. If either of those things have occurred it can end up going from a normal conversation to sounding, and feeling, very salesy...