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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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Sales Nonverbal Investigators

We also suggest that you work to become a Sales Nonverbal Investigator (SNVI). We know that the messages that clients send us are 60 to 90 percent nonverbal; that is, most of what people say is expressed in other ways than words. Nonverbal communication is worthy of a book on its own, so we provide just some highlights here.

Customers broadcast their emotions through their faces. Therefore, it is important for the effective sales professional to watch (investigate) what is happening in the client’s face. Watching eye movements and facial expressions will help you make sales.

Research suggests that we should watch the movement in the customer’s eyes for clues to what he or she is thinking.

  • If the person looks up, ...

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