PART 1

THE FUNDAMENTALS

Yes.

In a sale, it’s what you want to hear—and see—again and again. In this first section of the book, we familiarize you with key body language signals. You will know if you are headed toward yes or no. You will also get a keen idea of when you are facing indecision or deferral.

What can you do to improve your chances of seeing yes? How can you turn around a situation that seems bleak? For one thing, you can ask good questions. We explore what constitutes a good question as well as other conversation motivators.

As your prospect shares information, your listening skills help reinforce the rapport developing between you. With rapport comes the opportunity to build trust. You may encounter other responses along the way, though. Getting in the way of stronger rapport and trust could be disapproval, suspicion, confusion, distraction, embarrassment, or condescension. Moving you forward could be delight, comfort, hope, safety, certainty, and desire. You benefit from being able to spot all of them and know how to manage them.

Body language is more than expressions and movements, of course. Non-verbal communication encompasses vocal characteristics as well as utterances that are not words. It also includes how you present yourself and items that figures into your gesturing like a phone, a pen, or a rubber band.

Body language sales secrets are about both you and your prospect. You need to read other people at the same time that you maintain self-awareness. People are looking at you, too, and you want to project the attitude, demeanor, and emotions that are right for the moment.

Whatever you are selling—products, services, or ideas—as long as you come face to face with people, you will find valuable guidance and insights in the upcoming pages.