Winning Body Language for Sales Professionals: Control the Conversation and Connect with Your Customer—without Saying a Word
by Bowden, Mark; Ford, AndrewEdition: 1st
Format: Paperback
Pub. Date: 2012-09-27
Publisher(s): 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
| Preface | p. ix |
| Acknowledgments | p. xv |
| Introduction | p. xvii |
| Primary Impressions | p. 1 |
| Winning Trust with a Wave of Your Hand | p. 23 |
| Types and Territory | p. 45 |
| A Tribal Bazaar | p. 73 |
| Realizing Relationships in Sales | p. 95 |
| Opening and Closing Acts | p. 119 |
| The Complex Sale | p. 143 |
| C-Suite Selling | p. 167 |
| Fire and Ice | p. 189 |
| Sales Intelligence | p. 209 |
| Coaching a Racehorse | p. 233 |
| Concluding Thought | p. 257 |
| Appendix: Mark Bowden's GesturePlane™ System for Sales Professionals | p. 259 |
| Further Reading and Resources | p. 261 |
| Index | p. 265 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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