Selling Yourself 23
you’re wasting your time concentrating on them. They’re already
committed unless you blunder badly. You’re preaching to the choir.
Forget about trying to convince the people on the other side.
You’re not likely to make a convert with a good presentation.
They’re already convinced that you’re wrong, or a crackpot, or
worse.
The only people who matter are the folks who haven’t made
up their minds. The undecided. And how do you win them? By
presenting yourself as a competent and likable person.