Body Language in Selling: Knowing when to ask not pretending to read minds baixar epub
por Tino Vinzents
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Descrição do livro
The meeting went well. They said they would be in touch. They never were.
Every salesperson knows that feeling, and almost nobody can say what went wrong. Usually nothing went wrong in the presentation. Something happened in the room, and it happened about twenty seconds before anyone said a word. Body Language in Selling is a book about seeing that moment. Not about reading minds. Most books on the subject hand you a catalogue: folded arms mean defensive, touching the nose means lying. That catalogue is wrong more often than it is right, and acting on it costs deals. This book takes a harder and far more useful position: one signal is nothing. What matters is a cluster of signals, measured against how this person looks when nothing is at stake, and above all the moment it changed and what you had just said. That is the SPOT model, and it runs through all thirty-three chapters: Signals, Person, Occasion, Turn. What you will actually be able to do
Read the state map. A customer is not in one state, she moves between interest, weighing, doubt, resistance, decision and leaving. Weighing and resistance look almost identical, and confusing them is the single most expensive mistake in selling.
Handle the price moment. Say the number. Hold the gaze. Say nothing for three seconds.
See the objection before it is spoken. An objection that has not been said out loud does not have to be taken back.
Spot the ownership move. When the customer draws your material towards herself, she has stopped evaluating it and started using it.
Find the real decision-maker. Ask a question that requires a decision, then watch everyone except the person answering.
Control what you send. Openness, direction, pace, stillness.
What this book refuses to promise
You will not learn to detect lies. Nobody can, trained professionals score close to chance... A book that tells you what cannot be done is a book you can trust on what can.
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