Summary of Maryann Karinch & Jim McCormick's Body Language Sales Secrets

By IRB Media

Get the Summary of Maryann Karinch & Jim McCormick's Body Language Sales Secrets in 20 minutes. Please note: This is a summary & not the original book. Original book introduction: Body Language Sales Secrets helps salespeople at any level build rapport through active listening, invitational body language, and mirroring and reveals how their own body language can reinforce the perception of competence, relevance, and truth. You will learn a wide variety of action-forcing movements and quest.

• Language: English
• Publisher: IRB Media
• Release date: Nov 25, 2021
• ISBN: 9781638158363

IRB Media

With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

Book preview

Insights on Maryann Karinch and Jim McCormick's Body Language Sales Secrets

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 1

#1

Good body language is important in showing that you are interested in what your prospect is saying, and that you believe them. It is also important to ask good questions to demonstrate that you are interested in what they are saying.

#2

To help you read and understand body language, the author has provided a guide on how to interpret it. She also suggests that if you are not naturally suited for sales, you should not put yourself in that position.

#3

There are many types of sales, and each requires a different approach to be successful. The four types are hybrid, professional services, idea-based products, and product-based services.

#4

Think about what you do well and what you enjoy. Those are your natural skills and talents. Next, think about what you don’t enjoy as much and what you could improve in.

#5

After you’ve identified your strengths, ask others to help you identify your weaknesses and areas for improvement.

#6

The first step towards becoming a great salesperson is understanding your own baseline behavior, as well as that of your clients and prospects. You will need to watch for signs of stress during your interactions with them, and learn to recognize your own unconscious reactions to stress.

#7

The first step in establishing someone’s baseline is to take in the overall picture. Mentally