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:
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. You will learn a wide variety of action-forcing movements and quest
|Publisher:||Career Press, Incorporated|
|Product dimensions:||6.00(w) x 9.00(h) x (d)|
About the Author
Maryann Karinch is the author of a dozen books on body language and interpersonal skills including How to Spot a Liar, The Body Language Handbook, and Nothing But the Truth. She coaches professionals in sales and customer service, law enforcement, and other arenas in negotiation, rapport-building, conflict resolution, and lie detection. Karinch resides in Estes Park, Colorado.
Jim McCormick has shaped capital campaigns, sales strategies, and major donor programs for clients from the National World War II Museum to multiple international companies. The coauthor of the best-selling The First-Time Manager and Business Lessons from the Edge, McCormick is the former COO of the fifth largest architectural firm in the United States. He earned an MBA in Marketing from the University of California, Irvine and currently resides near Denver, Colorado.
Table of Contents
Part 1 The Fundamentals 11
1 Should You Look Inside the Book? 13
2 Beyond Your Comfort Zone 23
3 Elements of a Sales Relationship 53
4 Engage! 81
5 Reading and Managing Responses 103
Part 2 Applying the Fundamentals to Types of Sales 123
6 Relationship Selling 127
7 Solution Selling 151
8 Expertise Selling 171
9 ROI Selling 189
10 Fear Selling 213
Practices and Exercises: Make the Secrets Yours 225