and meaning that may or may not be intended. We will lock in on the boss’s eyes and mouth, searching for smiles or frowns, as if they were significant clues about our career prospects. Basically, we are treating our boss as if she’s the most important person in the room (because she is). Likewise if we’re on a sales call with a prospect who could make or break our year. We prepare by knowing something personal about the prospect. We ask questions designed to reveal the prospect’s inclinations. We scan the prospect’s face for clues about how badly he needs what we’re selling. We are at Defcon
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