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Sales Tip of the Week - Reading Your Buyer

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pokerWant to know how your buyer feels about your proposal? Advantages magazine shares some tips on how to figure out what your buyer is thinking, just by their expressions.

Just like in poker you can read your buyers. They have “tells.” Their mannerisms and facial expressions reveal how your proposal is being received.  A tilted head is positive. If the prospect’s body remains relaxed and he leans forward, you’re on the right track. A genuine smile, of course, is also good. Watch out for negative gestures that indicate displeasure or uncertainty. These include scratching the nose, putting a finger to the mouth, rubbing the temples or placing a thumb under the chin. If your prospect does any of these for more than a moment, pause. Ask for feedback.


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