The Art of Nonverbal Selling: Let Your Customers' Unspoken Signals Lead You to the Close

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McGraw Hill Professional, Sep 29, 2006 - Business & Economics - 242 pages

SELLING POWER AND MCGRAW-HILL-PARTNERS IN SALES SUCCESS

The two leaders in sales publishing team up to bring you an unprecedented library of advice, techniques, and wisdom from the top minds in sales.

Sales pros always talk about their “pitch,” the words and phrases they use to nail down a deal. But the most successful sales pros understand the secrets revealed in this book-the nonverbal messages that clients send. Here are clear instructions-and a DVD of nonverbal sales skills in action-that help you to interpret facial expressions, gestures, eye shifts, and many other signals-and then use them to the sales person's advantage.

  • More than 100 photos illustrate how to use nonverbal signals to make a sale
  • Provides proven responses that reassure the hesitant buyer
  • Explains ways to make the sales rep's body language communicate “buy” messages

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Contents

The Importance of Nonverbal
3
The Five Major Channels of Nonverbal
39
Three Signals for Reading Your Client Like
63
Copyright

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About the author (2006)

Gerhard Gschwandtner is the founder and publisher of Selling Power. He has more than three decades of international sales and marketing experience and is considered one of the leading experts in the field of sales performance.

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