Master The Meeting

Observe body language

You don't have to be a psychologist to pick up on nonverbal clues. Suppose you're meeting with the manager of a retail store you hope will carry your handcrafted soaps. Your prospect keeps shifting in her chair, glancing down at the counter and making notes on an inventory list. It's clear she's not focusing on your conversation, so you'll need to draw her out. On the other hand, if she's leaning forward, making eye contact with you, she's interested in what you have to say. The key to using body language as a guide is to tune in to the physical signals your prospect is sending. They're easy to spot if you watch for them.

Kim Gordon is the owner of National Marketing Federation and is a multifaceted marketing expert, speaker, author and media spokesperson. Her latest book is Maximum Marketing, Minimum Dollars.

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This article was originally published in the January 2000 print edition of Entrepreneur with the headline: Master The Meeting.

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