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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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5Realizing Relationships in Sales

Pleasure, Utility, and Virtue

I present myself to you in a form suitable to the relationshipI wish to achieve with you.

— Luigi Pirandello

In this chapter you’ll learn:

• The levels of relationship you can build as a sales professional

• How to take the heat off of you under criticism

• Setups for cooling down the conflict at sales meetings

• The body language of the consultant, coach, and trusted advisor

• Goals and gestures when selling to life partners

The ancient philosopher Aristotle classified relationships into three types:

1. Relationship of Pleasure. This is are when you find a partner who’s all about giving you a physical experience. It’s about nurturing the body and senses—nothing very deep or long ...

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