Communicate with Body Language
Body language is present in every communication experience that we have, even if you are speaking with someone over the phone. This course will help you to make the most of body language in your sales career and can also be applied to plenty of other experiences.
Body language is very subjective, so when you begin speaking with someone it’s important to do a quick check-in to gauge the mood of the people who are in the room. Are arms crossed because the room is chilly, because people’s emotions are aroused, or because there are no arms on the chairs and it’s one way to get comfortable?
Fortunately, we are the grateful recipients of all kinds of research about body language, and we can apply what we’ve learned to our sales interactions.
We know that body language communicates a lot of our message, and it’s a topic (and statistic) that is hotly debated in communication classrooms. While our body language can be effectively used to emphasize what we say, build trust during a conversation, and develop rapport, we also know that our body language can easily contradict what comes out of our mouths. Therefore, it’s important for sales professionals to become skilled at reading their customer’s body language and controlling their own non-verbal messages.
Have you ever played poker? If so, you may be familiar with the term “poker face” and a card player’s determination not to reveal his hand to the other players. A “poker face” means that the face is kept blank and that the card player does not exhibit any gestures, glances, or other non-verbal signals that might reveal their hand.
These nuances of our behavior are referred to as a “tell” and can be read by people who know what to look for. If you are able to read the “tells” that your prospect or customer demonstrates, you’ll have the ability to alter your presentation, regain their interest if it wanes, provide them with information they’d rather have, and work on building a trusting relationship.
As the environments we work in become smaller, it’s also important for you to consider cultural implications of your own body language. We really do work in a global village, meaning that most of us meet people from other cultures quite regularly. Since you are in the business of building relationships, it’s important that you know your audience.
For example, if you tend to cross your legs so that your foot lies across your thigh, creating a number four with your legs, you end up pointing the bottom of one foot off to the side. In some cultures, this is seen as extremely rude, as if you were indicating that the other person is beneath you.
The way that you shake hands, hold eye contact, offer your business card, sit at a meeting, and carry yourself all have a bearing on what kind of relationships that you build and the amount of trust that you engender. Since we don’t make purchases from just anyone, and human nature says that we will pay more for a product we can obtain from someone that we like rather than someone who just offers us the best price, it’s important that we project a trustworthy nature and likeability.
Success Through Enhanced Performance, is a Fort Lauderdale, Florida based company, that specializes in business consulting, employee assessments, personnel development and sales training. Jan Wild, the company’s president, has more than twenty years of sales, marketing management and business development experience. His specialty is assisting organizations attain their and objectives through strategic consulting, business planning, training programs and sales strategies. Contact S.T.E.P at (954) 376-3767