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.