Body Language - How to Read Your Prospect Like a Book

Written by John Boe

Continued from page 1

Head Gestures: There are four basic head positions.

Head Neutral: Indicates a neutral and open attitude.

Tilted Back: Indicates a superior attitude.

Tilted Down: Indicates negative and judgmental attitude.

Tilted to One Side: Indicates interest.

Facial Gestures: Facial gestures are easy to observe but are frequently overlooked due to their subtlety. Facial gestures are vitally important because

Dilated Pupils: Under normal lighting conditions when a person is excited about something, their pupils will dilate. Conversely, when someone is upset or angry their pupils will contract. For this very reason, professional poker players frequently wear sunglasses. Aristotle Onassis always wore dark sunglasses whenever he negotiated business deals. As a professional salesperson you should not wear sunglasses while you are in front of a prospect. Eye contact is crucial for building trust and rapport.

Eye Rub: Indicates deceit, "See no evil." When a person rubs their eye they will normally look away from you to avoid eye contact.

Eye Roll: Is a dismissive gesture that indicates superiority.

Looking Over Glasses: Indicates scrutiny and a critical attitude.

Nose Rub: Indicates dislike ofrepparttar subject at hand.

Hand or Fingers Blocking Mouth: Indicates deceit, "Speak no evil." When a person uses this blocking gesture while they are speaking they are literally attempting to block or filter their words. If your prospect assumes this gesture while you are speaking, this indicates they are skeptical or doubtful of what you are telling them.

Glasses to Mouth: Used to stall or delay a decision.

Chin Stroking: This gesture is used when a person is inrepparttar 127389 final process of making a decision. When you see this gesture avoidrepparttar 127390 temptation to interrupt your prospect. Ifrepparttar 127391 gestures that follow chin stoking are positive, and it is appropriate, ask forrepparttar 127392 order. Ifrepparttar 127393 gestures followingrepparttar 127394 chin stoke are negative then you will know there is additional work to be done before you can closerepparttar 127395 sale.

Thumb Under Chin/Index Finger Pointing Vertically alongrepparttar 127396 Cheek: Indicates a negative attitude and critical judgment. Do not mistake this gesture for interest because in this caserepparttar 127397 thumb is underrepparttar 127398 chin. When you encounter this negative gesture, hand your prospect something to force them to drop their hand away from their face.

Matching and Mirroring: People want to do business with salespeople that they like and trust. You can build trust and rapport by deliberately, but subtly, matching your prospects body language. Matching and mirroring body language gestures is unconscious mimicry. It is a way of unconsciously telling another that you like them and agree with them. For example, if you notice that your prospect is crossing their arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, check it by seeing if they will match you. Uncross your arms and see if your prospect will match and mirror you as you move into a more open posture. If you notice your prospect subconsciously matching your body language gestures, this indicates that you have developed trust and rapport. Conversely, if you notice your prospect mismatching your body language gestures you know trust and rapport has not been established andrepparttar 127399 sale is in jeopardy.

John Boe, based in Monterey, CA, helps companies recruit, train and motivate top quality people. To view his online Video Demo or to have John Boe speak at your next event, visit or call (831) 375-3668.


Written by Bob Leduc

Continued from page 1

TIP: The most effective exclusive benefit is one your competitors cannot copy ...or one they're not willing to copy. One business owner I know includes his personal phone number on every order. His competitors don't. And they're not likely to make themselves that accessible to customers.


You'll always need new customers. But don't overlook sales you can easily get from your existing customers. It's easier to get more business from them than to get any business from new prospects.

Your customers are especially receptive to more offers immediately after they buy from you. Offer them another product or service related torepparttar one they just bought. Many will accept your offer ...even whenrepparttar 127388 prior sale automatically generates repeat business forrepparttar 127389 original product or service.

If you don't already have additional products or services, find or create some. For example, offer instructional material related to your customer's original purchase. It can be a book, a series of books, a training course, computer software, membership in a fee-based web site or any other type of instructional material related to their original purchase.

TIP: Look for an affiliate program set up to sell instructional material you can use. All you have to do is sign up as an affiliate and announcerepparttar 127390 product or service to your customers. The affiliate program handles everything else and pays you a commission for each sale you generate.

Most successful marketers use these 3 marketing tactics to maximize their sales results. Don't overlook any of them? They're easy to use and highly effective. Start using them now to get more sales for YOUR business.

retired from a 30 year career of recruiting sales personnel and For more information... Phone: (702) 658-1707 (After 10 AM Pacific time) Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133 developing sales leads. He is now a Sales Consultant.

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