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What You See Often Overrides What You Hear

We are often taught in communicating with clients that our body language has a profound effect on the way the message is interpreted. The non-verbals are read by the client and often overrides the words that we hear. For example, if you ask someone if they feel confident about giving a presentation and they say ‘yes’, but then you see…

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How To Read Your Prospect’s Mind

Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually easier than you might think. Especially if you know what you are looking for. A few years ago, neuro-scientists and psychologists recognised that humans think and…

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