I was reminded today of a simple strategy that was taught to me early in my sales career with Pitney Bowes.
When stating a point to someone, talking about a benefit, or asking a question that seeks a "yes" answer to it, you always want to nod your head "yes" when asking the question or making the statement.
How should you nod? "Like a dog in the back of a '57 Chevy," was the reply from our sales trainer. That's a good visual image that's stuck with me for years.
Remember the nod. Non-verbal communication is very powerful, and the more techniques you employ when you're in front of your customer the more effective the message will be.
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