Verbal and Nonverbal Strategies That Add Value to Your Selling Relationships
4.3 Identify and describe the major nonverbal factors that shape our sales image
The first contact between a salesperson and a prospect is very important. During the first few minutes—or seconds, in most cases—the prospect and the salesperson form impressions of each other that either facilitate or distract from the sales call. Malcolm Gladwell, author of the best-selling book Blink, says that when two people meet for the first time, each will make very superficial, rapid judgments about the other person. This decision-making process, he argues, usually happens subconsciously in a split second (in the blink of an eye).19
Every salesperson projects an image to prospective ...
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