5Realizing Relationships in Sales

Pleasure, Utility, and Virtue

I present myself to you in a form suitable to the relationshipI wish to achieve with you.

— Luigi Pirandello

In this chapter you’ll learn:

• The levels of relationship you can build as a sales professional

• How to take the heat off of you under criticism

• Setups for cooling down the conflict at sales meetings

• The body language of the consultant, coach, and trusted advisor

• Goals and gestures when selling to life partners

The ancient philosopher Aristotle classified relationships into three types:

1. Relationship of Pleasure. This is are when you find a partner who’s all about giving you a physical experience. It’s about nurturing the body and senses—nothing very deep or long ...

Get Winning Body Language for Sales Professionals: Control the Conversation and Connect with Your Customer—without Saying a Word now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial