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9780071793001

Winning Body Language for Sales Professionals: Control the Conversation and Connect with Your Customer—without Saying a Word

by ;
  • ISBN13:

    9780071793001

  • ISBN10:

    0071793003

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2012-09-27
  • Publisher: McGraw Hill
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Summary

Building on his classic guide Winning Body Language, master communications expert Mark Bowden reveals essential nonverbal strategies that help win sales Whether calling on a potential client for the first time, delivering a presentation, analyzing a client's needs, or making a sale, how the message is delivered matters as much asor more thanwhat's being said. Winning Body Language for Sales Professionalsunlocks the secrets of nonverbal communication to give sales specialists an unbeatable advantage. Mark Bowden has coached hundreds of clients how to communicate more effectively and influentially. In this guide, he delivers step-by-step guidance and demonstrations specifically tailored for sales pros, including how to read situations and cues in prospective clients' body language; knowing when (and how) to sit and stand; and subtle alterations to body language that convey positive energy, persuade and influence, and put customers at ease! Mark Bowdenis a noted body language expert and creator of TruthPlane(TM), a communication and presentation training program used by Fortune 50 companies and CEOs throughout the world.

Author Biography

Mark Bowden is the author of Winning Body Language. He is a noted body language expert and creator of TruthPlane, a communication training company and methodology used by Fortune 50 companies and CEOs throughout the world. Andrew Ford is a sales performance management consultant, coach, and founder of the sales training firm Sales CoPilot.

Table of Contents

Prefacep. ix
Acknowledgmentsp. xv
Introductionp. xvii
Primary Impressionsp. 1
Winning Trust with a Wave of Your Handp. 23
Types and Territoryp. 45
A Tribal Bazaarp. 73
Realizing Relationships in Salesp. 95
Opening and Closing Actsp. 119
The Complex Salep. 143
C-Suite Sellingp. 167
Fire and Icep. 189
Sales Intelligencep. 209
Coaching a Racehorsep. 233
Concluding Thoughtp. 257
Appendix: Mark Bowden's GesturePlane™ System for Sales Professionalsp. 259
Further Reading and Resourcesp. 261
Indexp. 265
Table of Contents provided by Ingram. All Rights Reserved.

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