Body Language Sales Secrets

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ELEMENTS OF A SALES RELATIONSHIP

Five factors characterize a sales encounter: connection, curiosity, deference, preference, and desire. Here are our definitions and importance of each concept in sales:

•   Connection means a good relationship of any duration. It builds in stages with those stages occurring in a single meeting or over time. Your body language should reinforce the growing sense of trust between you and the prospect.

•   Curiosity means genuine interest, both in the person you are meeting with and in that person’s ideas. Curiosity maintains the vitality of the connection—and it needs to be mutual. The active listening you used to help establish a connection plays a key role, signaling that you want to know what the prospect or ...