Buying Signs

Buying Signs: A New Look at Selling

In this presentation, Bill Acheson examines how non-verbal skills associated with rapport, personal power, and deception come into play when prospects or clients meet face-to-face with sales professionals.

“Buying Signs: A New ‘Look’ at Selling” is filled with nuggets of information about body language that will help the sales professional to more accurately understand the hidden messages sent through non-verbal communication.

We examine, in detail, the significance of how to approach others, styles of handshakes including subconscious indicators of attitude and intent, and, finally, we take a fresh look at the number one indicator of sales success: listening skills.

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A look at “Rapport Building” includes how to approach prospects, as well as the differences in approaching men and women. Learn the six styles of handshakes and how to differentiate both conscious and subconscious non-verbal cues.

It takes only 1/24th of a second to create a first impression at the subconscious At three seconds that first impression is established and unlikely to undergo further significant change.

Non-verbal messages in first meetings are as much as ten times more powerful than words in establishing personality. Even simple behaviors have strong impacts. For example, to establish rapport when meeting others, remember to approach women "head on," but to approach men from a slight angle.


Non-verbal communication may be conscious or subconscious. The subconscious signals are far richer in message value. When you shake hands with someone, for instance, you provide a firm grip, smile, and establish eye contact. These are conscious signals. But a subconscious cue, the non-shaking hand, is often the best indicator of attitude and intent on the part of the other person.

Listening skills are equally critical in building rapport and in themselves are good non-verbal indicators of successful business communication. Do you know if your prospects are listening to your message? Do they believe you are responsive to their message? In this session we also take a look at projecting and interpreting listening behavior.

This segment is also done as a standalone keynote presentation.