How to Read Your Prospect Like a Book! by John Boe is a quick read article from Sales Vault with some great tips on understanding the nonverbal cues a prospect/client is sending you. He states:
…that one of the easiest and most effective ways to close sales is to be aware of the prospect’s “buy signals.”
The article gives clues to look for in reading body language, mainly head and facial gestures. For an example:
Head Gestures
- Tilted back = Superior attitude
- Tilted down = Negative and judgmental attitude
- Tilted to one side = Interest
For those of you that know this information already, it is a nice 5 minute refresher. If this topic is new to you, it is well worth the time to read it, print it off and provide a copy to your salespeople. This information can also be used when interviewing candidates.