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More Than Words

Use nonverbal cues to help the sale along.

By Barry Farber

Opinions expressed by Entrepreneur contributors are their own.

You're sitting across from a prospect who's leaningback, his arms folded across his chest. "Oh, no," youthink. "His arms are folded. He's leaning back. I'velost the sale for sure!" Suddenly, your enthusiasm fades andyou become insecure about your next move.

At this point, you really have lost the sale. What you don'tknow is that the prospect is simply getting comfortable in abrand-new chair and thinking that the air conditioning is toohigh.

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