Power is expressed through highly evolved non-verbal displays. Putting your feet up or spreading your arms out conveys authority, while making yourself look small creates the feeling and impression of powerlessness. Body language differs greatly between those who engage and those who sit back, but what if there was a simple way to trick the body into acting and feeling more powerful?

In this issue of The Pulse, we share a video from TIME featuring the incredibly interesting body language research of Amy Cuddy. She discusses how taking the time to assume a high power pose for just a few minutes before any potentially intimidating interaction can yield startling results of increased confidence.

Traditional sales techniques, involving the memorization of canned dialogue and clichés in an attempt to close the sale, are getting less and less successful as clients and customers are becoming increasingly wary of salespeople. It’s time to start focusing on getting to know the client, rather than reaching straight for their wallet. Helping clients solve their problems and seize opportunities, instead of trying to force a sale, will lead to greater success in the long run.

In this issue of The Pulse, we take a look at the Productive Selling approach to business discussed in Tim Hurson and Tim Dunne’s book “Never Be Closing – How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself.” From getting your foot in the door to delivering the perfect sales pitch to debriefing after a meeting, Hurson and Dunne explain how to establish and maintain relationships that will prove invaluable to you and your clients over time.