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Between The Lines

Reading your customer's next move is easier than you think.

This story appears in the August 1999 issue of Entrepreneur. Subscribe »

Perhaps you're the type who could sell a melting chocolate ice cream cone to a woman in white. Or maybe you don't know a sale from a used pickup. Whatever your smarts, experts agree that true selling power derives from your ability to read people.

If you can read your clients--judge their next move, evaluate their and conversational behaviors, and respond to their questions in a way that will leave them longing to know more--you're well on your way to nabbing that sale.

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