Eyeball Selling - How Jimmy Finds Out Where the Buck Stops

Jimmy says knowing what turns a prospect on, what turns are off can make or break the sale. Jimmy always carries a briefcase full of props to break down barriers. When his client reaches for an object, he takes it as a cue to talk slower,. Reaching for a paperclip or fondling a folder on the desk says, I'm thinking about it. If customers move their heads back and forth no matter what they are saying, they mean no.