Look out for Leakage in Selling

I read at the weekend about the famous rivalry between Boris Becker and Andre Agassi in the world of championship tennis. Agassi continually lost to Becker until he figured out his poker face. His body language “tell” for his serve. Agassi learnt that when Becker stuck his tongue out to the left, he was going to serve wide, when his tongue was central, the serve went straight. This enabled Agassi to win a long series of victories against Becker even though he deliberately lost serves to alleviate suspicion. There’s a…

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There’s a Tell For Everything

Earlier this year I was invited to deliver some sales training for some clients in Dubai. It was over three days and I trained over 60 people. Nothing unusual about that, but carting 60 sets of workbooks through the skies meant I had to take out with me 2 large suitcases, one completely filled with workbooks. Naturally, on my return journey I still had two large suitcases, again nothing odd there. But if you factor in that I was a businessman in a suit returning from a business trip in…

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10 Non-Verbal Gestures and Movements That Can Make or Break a Sale

We teamed up with Salesforce and Ghergich & Co. to write an article (and create complementary graphics) about gestures and movements that can make or break a sale. From posture to eye contact to handshakes, a sales pitch is more than words. When it comes to handshakes, for example, make sure your right hand is a normal temperature and isn’t clammy. That means hold your drink - whatever it may be - in your left hand.

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