More Than Words

If you want to generate positive body language in your prospect, you've got to lead the way. Here are three great ways to do that:

1. Smile. Nothing communicates pleasure better than a smile. It's the international body language everyone understands. People can't help but smile back, and once they smile, they're apt to be more receptive to what you have to say.

2. Give a firm handshake. Many a good impression has been ruined by an ineffectual or overly vigorous handshake. The physical contact of two hands meeting gives you an unparalleled degree of bonding. But you've got to do it right. Grasp the other person's hand fully and firmly.

3. Make eye contact. Twelve years ago, when I was about to go into business for myself, I asked a good friend if he had any advice. His simple words of wisdom? Make eye contact. There's no substitute for looking a person in the eye, smiling sincerely and saying "Hey, it's nice to meet you." When you're making a sales presentation, or anytime you're making an important point, be sure to look into the other person's eyes.

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