Do you consider yourself a wuss? A resounding "NO!" is your likely answer. But, the truth is, it's not what you think that counts. It's your prospect's perceptions that matter, and they can be very different from what you imagine.

Why? Because they're extremely busy. Every time they talk with you, read your emails or sit down for a meeting, they're asking themselves questions such as:

• "Is this person a credible resource?"
• "Does she bring a depth of expertise?"
• "Is it worth my time to continue this conversation?"

Let's take a look at one scenario to see how your best intentions might be totally misinterpreted: You've finally lined up a meeting with an important prospect. As you're ushered into his office, you extend your hand and say, "Thanks so much for meeting with me today, Terry. I really appreciate your time." You think you're being courteous. After all, this person is busy, and it's taken a long time to get on his calendar.

But he thinks you're a wuss. Important people never position themselves as a supplicant, grateful for the opportunity to meet with Mr. Big. Instead of sounding like the consummate professional you are, you sound like a timid wannabe.