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Yes this is taught. Salespeople are taught that if the sales prospect makes a pejorative or other remark that absolutely must be be overcome to close a sale, t
by aj7 4y ago
Yes this is taught.
Salespeople are taught that if the sales prospect makes a pejorative or other remark that absolutely must be be overcome to close a sale, they should steeple their hands, engage the prospect, but never overtly disagree or argue.
https://www.psychmechanics.com/body-language-steepling-hands/ https://www.psychmechanics.com/body-language-steepling-hands...
- ghaff 4y agoIt also gives you some time to think. The exec who ran the systems group at IBM when I was an IT industry analyst would, during Q&A, write things down on index cars. Now, for all I know, he was writing "This guy is a moron" which wouldn't have been wrong in many cases. But it made him look engaged and thoughtful and gave him time to compose an answer.