The Art of Nonverbal Selling

Front Cover
McGraw-Hill, Aug 1, 2006 - Business & Economics - 220 pages
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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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 has over three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales management magazine. For more books in the Selling Power Success Library and information on the magazine, visit SellingPower.com.

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