The Art of Nonverbal Selling
Indirect eye contact. Crossed arms. Fidgeting. Buyers are sending constant signals that can tell you how to make a sale. The key is to recognize what these signals indicate-and be prepared with a meaningful response. The Art of Nonverbal Selling offers clear instructions on reading the nonverbal cues that can make or break a sale. This easy-to-read action guide helps you decode facial expressions, gestures, eye shifts, and other buyer signals from first meeting right through closing, enabling you to: Better anticipate next moves, Know when to move the sale forward, Determine how to read "stop," "caution," and "go" buying signals, Overcome buyer resistance, Boost sales and customer satisfaction, Communicate signals that increase customer trust. Book jacket.
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The Importance of Nonverbal
The Five Major Channels of Nonverbal
Three Signals for Reading Your Client Like
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30 boxes aggressive Albert Mehrabian angry Art of Nonverbal attitude briefcase brochure buying chair Channels of Nonverbal client's body language concern confidence crossed customer benefits customer's defensive desk Doug emphasis Example Buyer eye contact feel finger Five Major Channels friendly ARMS Gerhard Gschwandtner give green signals handshake hear Henry Importance of Nonverbal impression increase interest Jack Jane Jane's Joan Joan's leaning back leans forward LECS legs listen look Mary move needs analysis nods nonverbal communication channels nonverbal expressions nonverbal selling power open HANDS open-handed gestures pause percent pitch positive posture presentation Price objections problem prospect react reactions Reading Your Client red signals relaxed response Richard Nixon sales call salespeople salesperson Seller Signals BODY ANCLE Signals for Reading smile specific tell tense Three Signals tion Traffic Light understand verbal and nonverbal visual Walter Cronkite words yellow signals