{"id":70,"date":"2006-05-31T16:14:03","date_gmt":"2006-05-31T21:14:03","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=70"},"modified":"2006-05-31T16:14:03","modified_gmt":"2006-05-31T21:14:03","slug":"reading-the-non-verbal-signs","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/reading-the-non-verbal-signs\/","title":{"rendered":"Reading the (Non-Verbal) Signs"},"content":{"rendered":"<p><a href=\"http:\/\/www.salesvault.com\/closer.htm#tip1\" target=\"_blank\">How to Read Your Prospect Like a Book! by John Boe<\/a> is a quick read article from <a href=\"http:\/\/www.salesvault.com\/index.htm\" target=\"_blank\">Sales Vault<\/a> with some great tips on understanding the nonverbal cues a prospect\/client is sending you.  He states:<\/p>\n<blockquote><p>&#8230;that one of the easiest and most effective ways to close sales is to be aware of the prospect&#8217;s &#8220;buy signals.&#8221;<\/p><\/blockquote>\n<p>The article gives clues to look for in reading body language, mainly head and facial gestures.  For an example:<\/p>\n<blockquote><p>Head Gestures<\/p><\/blockquote>\n<ul>\n<ul>\n<li>Tilted back = Superior attitude <\/li>\n<li>Tilted down = Negative and judgmental attitude<\/li>\n<li>Tilted to one side = Interest<\/li>\n<\/ul>\n<\/ul>\n<p>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.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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: &#8230;that one of the easiest and most effective ways to close sales is to be aware of the prospect&#8217;s &#8220;buy signals.&#8221; 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&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/05\/reading-the-non-verbal-signs\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[10,9],"tags":[],"class_list":["post-70","post","type-post","status-publish","format-standard","hentry","category-interview","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-18","jetpack-related-posts":[{"id":616,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/6-body-language-clues\/","url_meta":{"origin":70,"position":0},"title":"6 Body Language Clues","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"Managesmarter.com offers this article - Express Yourself - to provide salespeople with 6 easy reads of their prospect. Nose or face scratch implies dislike. Head tilted to the side implies interest. Eye rub implies deceit. Hand or finger blocking the mouth implies lying. Thumb tucked under the chin with index\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1582,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/12-strategies-for-asking-questions\/","url_meta":{"origin":70,"position":1},"title":"12 Strategies For Asking Questions","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"This article from Selling Power offers suggestions for salespeople when questioning prospects.\u00a0 The author makes some excellent points with one that stands out - number 9.\u00a0 I have edited the content for length. 1. Qualify prospects You can quickly establish if this \"suspect\" is a qualified prospect with a few\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1699,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/look-it-sounds-like-it-hurts\/","url_meta":{"origin":70,"position":2},"title":"Look, It Sounds Like It Hurts","author":"Derrick Moe","date":"August 7, 2008","format":false,"excerpt":"I'm not well-versed in the rapport-building technique (my phrase) known as Neuro-Linguistic Programming.\u00a0 In fact, I'm not certain that is the correct definition of the acronym NLP.\u00a0 But it is fascinating information.\u00a0 Geoffrey James discusses this topic in his blog post Ten Seconds to Better Rapport: This method based upon\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3203,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/07\/reading-microexpressions-a-key-to-sales\/","url_meta":{"origin":70,"position":3},"title":"Reading Microexpressions A Key To Sales?","author":"Derrick Moe","date":"July 20, 2016","format":false,"excerpt":"In a word...yes. We spend a fair amount of time working with salespeople to access their empathy and read the prospect in a qualifying situation. \u00a0This ability is one of the keys to all successful selling. This article from Harvard Business Review provides a thorough breakdown of this topic. \u00a0A\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=700%2C400 2x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=1050%2C600 3x"},"classes":[]},{"id":680,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/mastering-the-complex-sale\/","url_meta":{"origin":70,"position":4},"title":"Mastering The Complex Sale","author":"Derrick Moe","date":"February 21, 2007","format":false,"excerpt":"If you haven't bookmarked Salesopedia.com, I suggest you do so now. It is a relatively new site but is full of excellent sales advice. Clayton authors a great sales blog over there that I highly recommend reading. His latest entry discusses an article by one of our favorite sales authors\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1671,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/sales-20\/","url_meta":{"origin":70,"position":5},"title":"Sales 2.0","author":"Derrick Moe","date":"July 22, 2008","format":false,"excerpt":"I read often about web 2.0, recruiting 2.0 and sales 2.0.\u00a0 Math was never my forte so numbers scare me.\u00a0 But I did come across a very informative article in Sales & Marketing Management article titled A Step-By-Step Overview of Sales 2.0.\u00a0 The first pull quote: With instant access to\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/70","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=70"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/70\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=70"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=70"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=70"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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