by chris | Nov 28, 2012 | Sales Motivation, Sales Process, Sales Prospecting
The customer has asked you a question, and you pause to collect your thoughts before speaking. To emphasize you’re thinking, go ahead and touch the side of your face. It might seem abnormal, but for most people this gesture is a very logical part of their...
by chris | May 18, 2011 | Sales Process
When your customer objects to what you are saying, don’t allow your body language to freeze up. It’s amazing how much your body language reveals about what you’re thinking. Professional buyers love to read body language. They do it as a way of...
