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Body Language: It's What You Don't Say That Matters by Robert Phipps

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7

Sales and Negotiations

We are all selling all the time, so let's look at how understanding body language can help in sales and negotiation situations.

Selling a product, service or concept is about getting the buyer to the point where they want whatever it is you are trying to sell them. Once you get to that point, you enter the negotiation phase.

Very few buyers after seeing and hearing your pitch will say, ‘Ok, where do I sign?’ It does happen but not that often.

You've got to have done the selling part right or you never get to negotiation. All of the body language you've learned in this book up to now, your greetings, meetings, presentations and all the rest, make up the selling part. Once you've got through that successfully, you get ...

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