Hi. I really learned something new from your article. Gaining trust from people is not easy especially when you are trying to sell something or trying to close a deal.

Showing some weakness, parting your hair and touching your chest are very effective ways, yes, I agree with you in gaining trust for you to get what you want. I love it.

I remember back from the days when I was trying to close deals with top executives of 5-star hotels here in Manila and I was offering back-up limo service to augment the hotel's own fleet of cars. As I enter the room and shake hands with the manager he would notice that I was not wearing very impressive suit. I am in my Filipino barong tagalog and the not-so-expensive kind. I don't remember how I combed my hair and I did not touch my chest. Looking back, I believe it was the simplicity or the perception of some weakness that I exuded. Yes you were right. But if I have learned to part my hair and to tap my chest I would have done better. And if I may add something which may also be of help, it is believing firmly that the services you are offering is exactly the one they need.