Winning body language for sales professionals : control the conversation and connect with your customer--without saying a word

When you are selling, the way you deliver your message will matter as much as, or more than, what you actually say. In this groundbreaking book, body language guru Mark Bowden teams up with renowned sales trainer Andrew Ford to reveal nonverbal communication skills guaranteed to give you the advantage in every sales situation.

Winning Body Language for Sales Professionals reveals the universal body language signals that command instant respect and teaches you how to use them to:

Avoid being perceived as just another "salesperson" Earn lasting trust--without saying a word Interpret others' body language to determine "friends" and "enemies" Create an environment that puts buyers at ease Influence the feelings and behavior of your prospects

These are the secrets every salesperson has been waiting for. When you com¬municate in a positive way with your body language, your words hold greater weight than ever--and winning the sale is just a handshake away.

Author Notes

Mark Bowden has been a reporter at The Philadelphia Inquirer for twenty-one years and has won many national awards for his writing. He is the author of "Black Hawk Down," "Bringing the Heat," "Doctor Dealer", "Killing Pablo: The Hunt for the World's Greatest Outlaw." and, more recently, The Finish: "The Killing of Osama bin Laden", and Hue 1968: A Turning point of the American war in Vietnam. Bowden has also written for Talk, Men's Journal, Sports Illustrated, Rolling Stone and Playboy, among others.

The original series of articles which became "Black Hawk Down" earned him the Overseas Press Club's Hal Boyle Award, and made him a finalist for the NBA in nonfiction.

(Bowker Author Biography)

Preface	p. ix
Acknowledgments	p. xv
Introduction	p. xvii
1 Primary Impressions	p. 1
2 Winning Trust with a Wave of Your Hand	p. 23
3 Types and Territory	p. 45
4 A Tribal Bazaar	p. 73
5 Realizing Relationships in Sales	p. 95
6 Opening and Closing Acts	p. 119
7 The Complex Sale	p. 143
8 C-Suite Selling	p. 167
9 Fire and Ice	p. 189
10 Sales Intelligence	p. 209
11 Coaching a Racehorse	p. 233
Concluding Thought	p. 257
Appendix: Mark Bowden's GesturePlane™ System for Sales Professionals	p. 259
Further Reading and Resources	p. 261
Index	p. 265

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Summary

Summary

Author Notes

Table of Contents