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SKILL


Body Talk – Are You Listening? CAROLEE BOYLES


From the second your client greeted you in his office, you thought you were getting buying signals. But, after an hour of discussing features and benefits with the client, you still hadn’t managed to close the sale.


Finally, the customer looked out the window and said, “This has been a very informative conversation, but I need to take a conference call in


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a few minutes. Would you excuse me?” And, with that, you were po- litely ushered out – without having made the sale.


Obviously, you missed something. But what?


If you know what to look for, you can learn a lot from clients’ or pros- pects’ body language. When their body language is consistent with what they’re saying, you can be reasonably confident they’re telling you the truth. But, when their words say one thing and their body language another, there’s a good chance they aren’t. One senior salesperson says she often sees less-than-open commu- nication when a customer first starts


LUIS CARLOS TORRES / SHUTTERSTOCK.COM


Body language can tell reps a lot about


what prospects really think


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