Wednesday, October 12, 2011

Face to Face in a Sales 2.0 World: Better Ways to Build Common Ground with Customers

This post was contributed by Todd McCormick, Vice President of Sales at PGi. October, 7, 2011. Selling Power.
Traditionally, great salespeople have used personal, face-to-face interactions as the preferred way to build trust and find common ground with customers. Which makes sense: face-to-face exchanges are rich environments for picking up dozens of unconscious cues; examples include tone of voice, facial expression, body language, pacing, and “synchronization with what we do and say” (to quote emotional intelligence expert Daniel Goleman)..... Read more.