NMK – Business Coaching and Communication - Body Language Tips You Should Be Using in Sales

Body Language Tips You Should Be Using in Sales

/ Business Coaching & Communication / By

Body language, or nonverbal communication is vitally essential in sales. “It can tip salespeople off if the prospect is impatient and skeptical or enthusiastic and interested in sales presentation.”

Body language in business, and chiefly in sales, is so powerful as the prospect can leak different information without even being aware of it!

What are these silent messages and what do they mean?

According to Poon Teng Fatt (1998), making frequent eye contact, leaning back to listen, and leaning forward to speak can indicate that he/she will respond positively to the sales presentation. On the other hand, when the person is being restless, fidgety, showing signs of impatience, losing eye contact, and frequently checking the clock, then he/she is not interested in your presentation.

How Can You Use Body Language to an Advantage at a Trade Show?

  • Do the pacing or mirroring technique.

It requires watching people as they walk in the aisle; you can detect their mood, posture, and behavior; hence you’ll be able to perfectly match it!

  • Once the customer is attracted to the salesperson, a friendly handshake can lead to a successful business deal!

How Can You Use Body Language to an Advantage in Sales Presentations?

  • Be attentive to any negative thinking that might later lead to a lost sale. You should start with this observation from the very beginning; i.e. as you introduce yourself, company and product. Any negative hint must trigger an alarm!
  • Observe the person’s facial expressions, behavior and body language.
  • Keep in mind that your prospect is a human being! Be interested in him/her and convey a real spirit of friendship.
  • Be patient and somehow rely on your intuition. They can help you in determining when the right time to close occurs.



Source

Poon Teng Fatt, J. (1998). Nonverbal Communication and Business Success. Management Research News, 21(4/5), 1-10. Retrieved from https://doi.org/10.1108/01409179810781464

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NMK – Business Coaching and Communication

NMK – Business Coaching and Communication - Body Language Tips You Should Be Using in Sales