Catch the Signal: As Seen in Selling Power Magazine
IF YOU’RE SKILLED at reading your prospect’s verbal and nonverbal signals, you’ll have a pretty good idea of how he or she feels about you and your product before you ask, says Linda Richardson, founder and EO of sales training and consulting firm Richardson and author of The Sales Success Handbook (McGraw-Hill, 2003). “Customers do give closing signals,” she says. Here’s what to look for:
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