Whether the deal gets done is never only about the numbers. The people, personalities, beliefs and the various other off-the-books circumstances impact what happens in the office.
People like doing business with people that they like. If you’re not likeable, you’re going to find it hard to get deals done.
The shape and scope of an agreement depend on whether the other party trusts you and whether you trust them.
As an entrepreneur, how people perceive you is very important. Be sure to always come across as calm, friendly and someone that you would want to work with because remember, it’s never just business.