Relationships - From Alignment to Rapport

Alignment is the gateway to a relationship. It's like lowering a drawbridge to the other person. Without it, all your messages about your wonderful solution or company end up in the moat.

To get off to a good start, assuming you can align humor, body language, familiarity, and culture, the client will then judge the salesperson by several other factors:

Knowledge - of your solution and company
Responsiveness - do you return calls the same day or within 24 hours
Industry knowledge - do you...