Body Language Sales Secrets: How to Read Prospects and Decode Subconscious Signals to Get Results and Close the Deal
Jim McCormick · Maryann Karinch
Oct 2018 · Gildan Media · Narrated by Nancy Peterson
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5 hr 40 min
Unabridged
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About this audiobook
Ordinary salespeople sell. Extraordinary sales professionals engage. Part of what sets them apart is their ability to understand body language, both their prospect's and their own, and use it to their advantage.
Body Language Sales Secrets directly addresses the need of sales professionals to help them:
Baseline their prospects—recognize the body language that says "I'm at ease with you right now."
● Identify the ways a prospect expresses stress.
● Spot their prospects' moment-to-moment nonverbal cues.
● Understand how and why a prospect's body language can send very different messages within minutes.
● Better yet, after identifying a change in body language, know exactly what to do to either capitalize on it or counter it.
● How to apply body language skills to a wide variety of sales techniques, including relationship selling, solution selling, expertise selling, ROI selling, fear selling, and more.
Body Language Sales Secrets helps salespeople at any level build rapport through active listening, invitational body language, and mirroring and reveals how their own body language can reinforce the perception of competence, relevance, and truth.
Body Language Sales Secrets directly addresses the need of sales professionals to help them:
Baseline their prospects—recognize the body language that says "I'm at ease with you right now."
● Identify the ways a prospect expresses stress.
● Spot their prospects' moment-to-moment nonverbal cues.
● Understand how and why a prospect's body language can send very different messages within minutes.
● Better yet, after identifying a change in body language, know exactly what to do to either capitalize on it or counter it.
● How to apply body language skills to a wide variety of sales techniques, including relationship selling, solution selling, expertise selling, ROI selling, fear selling, and more.
Body Language Sales Secrets helps salespeople at any level build rapport through active listening, invitational body language, and mirroring and reveals how their own body language can reinforce the perception of competence, relevance, and truth.
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November 29, 2021
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About the author
Jim McCormick is founder and president of the Research Institute for Risk Intelligence, and the former COO of the nation's fifth-largest architectural firm. As an organizational consultant and executive coach, he has extensive experience working with CEOs and other leaders.
Maryann Karinch, a communications consultant and author of Lessons from the Edge: Extreme Athletes Show You How to Take on High Risk and Succeed, Boot Camp, and Telemedicine (New Horizon Press), holds bachelor's and master's degrees from The Catholic University of America. She lives in San Mateo, California.
Nancy Peterson, winner of the prestigious Audie Award, is a veteran actor and voice-over artist. Nancy has a penchant for dialects, diving deep into the study of language. Her narration style, summed up by AudioFile magazine, "creates the sense of listening to a play instead of a straightforward reading."
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