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Winning Body Language for Sales Professionals: Control the Conversation and Connect with Your Customer—without Saying a Word by Andrew Ford, Mark Bowden

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1Primary Impressions

Getting Past “Indifference”

There is continuity between species … Man with all his noble qualities still bears in his bodily frame the indelible stamp of his lowly origin.

— Charles Darwin

In this chapter you’ll learn:

• The important science around nonverbal communication

• Exactly how your primitive brain sees others

• The pitfalls of the primal snap judgments others make about you

• The most important first impressions to give—and to avoid

• More powerful roles to play in the sales process

If legend is to be believed, prostitution is the world’s oldest profession. In other words, it could stand to reason that selling sex is the oldest sales profession we have. However, back in the days of prehistory there were other essentials ...

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