Winning Body Language for Sales Professionals

Buy the Winning Body Language for Sales Professionals bookAnyone in the sales profession today needs to consider why body language is so important to sales…

Either you have already answered that question for yourself, bought this book, and are now well on your way to discovering powerful new nonverbal tips, tricks, and techniques.

Or you need that question answered for you before you commit to buying your own copy of Winning Body Language for Sales Professionals right now.

 

 

Of course, a third possibility is that you do not believe that having a better understanding of nonverbal communication could have any significant impact whatsoever on a sales process for you, and you are reading this introduction in spite of yourself. Good, you’ll like the next paragraph.

You are right—there are theorists on sales who insist that people simply buy any product or service in order to fulfill a technical need. They say that buyers wish to move away from a “pain” they are experiencing, and everything about the alleviation of that “pain” can be dealt with by getting exactly the right features wrapped into a product or service. When you as the salesperson can do that for them, they buy. So there is no need for any of this “soft skill” body language hokum when you sell. Competitive advantage comes down to how well you make your offering fit the niche of the problem. Only technical cataloging is needed to represent a product or service to a new or existing customer. The catalog will clearly state the “gap” the customer or client is experiencing and link that gap to a product or service that fulfills the need. This catalog could be printed (expensive), online (cheap), or human (very expensive). But all it needs to do is accurately communicate a fit between the product or service and the gap, and bingo—they buy.

This wonderful combination of “Field of Dreams” theory and “build a better mousetrap” strategy in the real world has caused thousands of inventive products and services to gather dust; to be lonely, forgotten, and abandoned in the dark basements, bright imaginations, and crushed dreams of their creators.

Because most stuff simply can’t sell itself.

If you did not nod your head at least partially in agreement with that last statement, then please put this book down (it does not belong to you—and if it does, go and get your money back from the retailer, you’ve made a serious error). Get yourself over to the “Fantasy” section of the bookstore—you’ll like it better over there.

The vast majority of you who are still reading this know well that clients and customers have to trust before they can buy. It comes down to the sales professional to help build the trust and credibility that engages a client or customer. Great salespeople build trust, credibility, and engagement faster and easier than average salespeople. Their behaviors differentiate them from the crowd, enroll their prospects in the sales process, and lead everyone to the most successful outcomes.

We buy from the people we trust, and we keep on buying from people we keep on trusting. We buy from credible people and we make referrals to those we find trustworthy and credible. We hang out with people who engage us and we see them as leaders. Yet, how do we actually know whether to trust anyone as a credible leader or not?

If someone were buying from you, how would they know instantly that you were a person they could trust to keep their best interests at heart?

What mechanism and process would they utilize to instantly and accurately judge your credibility, and so comfortably decide there and then to engage with you to lead them along the sales path—and maybe also even take the greatest risk of bringing others in their team along for the ride?