What Golomb is saying is that most salespeople are prone to a classic Warren Harding error. They see someone, and somehow they let the first impression they have about that person’s appearance drown out every other piece of information they manage to gather in that first instant. Golomb, by contrast, tries to be more selective. He has his antennae out to pick up on whether someone is confident or insecure, knowledgeable or naïve, trusting or suspicious — but from that thin-slicing flurry he tries to edit out those impressions based solely on physical appearance. The secret of Golomb’s success
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