BODY LANGUAGE

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BODY LANGUAGE

• First-Impression Basics

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BODY LANGUAGE

• Making a sale requires effective communication
  with the prospect not just the use of words but
  total body presence.
• Body language can offer clues to tell us how well
  a sale is going.
• Our body gives off warning signals that things
  areor arentgoing well.

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BODY LANGUAGE

• All of these communication signals are conveyed
  to anyone you are talking to and your
  presentation or meeting can become a memorable
  event or a dismal failure depending on the
  empathy established.
• A check of the following list will help you see
  that learning to read body language will help
  you to sell betterand more.

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BODY LANGUAGE

• Everyone experiences first impressions
  dailygood and bad.
• It is generally agreed they are extremely
  important in the selling profession.
• What some salespeople fail to realize is the need
  to create a good first impression every time!

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BODY LANGUAGE

• Prospects dont have to be polite, like you and
  listen to what you have to say.
• As a salesperson, however, you are required to do
  these things if you want to succeed.
• Remember that the friendly person you met
  yesterday can be the ogre of today. However, the
  impression you give and the attitude you exude
  can rub off.

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BODY LANGUAGE

• Taking stock of your selling personality before
  each sales call
• should be as automatic as
• reviewing your pre-call checklist.
• Here are some important basics
• to keep in mind

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BODY LANGUAGE

• PHYSICAL APPEARANCE
• Realize the importance of physical
  appearanceyour customers and prospects do!
• Your appearance and the materials you have with
  you are both sales tools.
• Slumping in a chair or having a spot on your
  jacket can take the persons attention away from
  what you are saying. So can playing with a pen or
  fixing your hair.
• Look successful and relax.

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BODY LANGUAGE

• FACIAL EXPRESSIONS
• The face is said to be capable of over 250,000
  different expressions! People are more aware of
  these silent messages than you realize.
• You might say Im glad you brought that up, as
  a means of exploring an objection further. But
  if you say it with your jaw set and your mouth
  nothing but a thin line, you are obviously
  annoyed and the prospect may go on the defensive.

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BODY LANGUAGE

• TONE OF VOICE
• Your tone of voice has a greater range than you
  might think. It can go from warm to cold in a
  matter of seconds.
• You dont have to speak with a smile all the
  time, but you can indicate interest and
  enthusiasm with the right inflections and create
  a positive climate throughout the meeting.

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BODY LANGUAGE

• PRACTICE YOUR HANDSHAKE
• A firm handshake is said to make a positive
  impression. However, firm to some people seems
  to include bone-crushing, pumping tactics or not
  letting go.
• The best rule is to wait until the person with
  whom you are meeting offers to shake hands, then
  do so in a normal manner.

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BODY LANGUAGE

• BE VOICE CONSCIOUS
• Everyone has speech habits that hinder effective
  communication. For instance, some people will
  say I see whenever the prospect has finished
  speaking. And then there are the ah-h-h and
  wells that pop up from time to time.
• Many people just arent aware they say these
  things. If youre not certain of your own voice
  behavior, practice with a tape recorder.

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BODY LANGUAGE

• BE VOICE CONSCIOUS
• Speak at a speed that will enable people to hear
  every word.
• Choose your words so you dont become known for
  speaking a lot but saying a little.
• Try to be conversational in your presentation.

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BODY LANGUAGE

• Now that you have reviewed your own body
  language, what can you learn from your prospects
  body signals?
• Understanding the subtleties of the other
  persons movements and body positions can allow
  you to adjust your presentation before you go too
  far astray.

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BODY LANGUAGE

• MOVING THE SHOULDERS
• Slumped shoulders (while standing or sitting) say
  your prospect is indifferent.
• Shoulders hunched is often viewed as an
  aggressive posture.
• Likewise, shoulders high and forward, stand for
  domination. This person is hard to lead!

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BODY LANGUAGE

• COMING TO THE ARMS
• Arms tightly folded against the chest signifies
  hostility. Your message is not getting through.
• Are your prospects arms back and hands clasped
  on the chest? This may mean he is a humble
  person, but not necessarily the right person to
  clinch the sale.
• Watch out for elbows on the knees or dangling
  hands. This often means youre not with a
  decision maker.

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BODY LANGUAGE

• DROPPING TO THE FEET
• Both feet pressed solidly on the floor are a
  protection stance meaning the client feels
  threatened.
• Feet relaxed, tipped upward or off the floor is a
  sign of control and confidence.
• Swinging the feet or legs crossed with feet
  wagging says impatiencethis person wants to
  get the discussion resolved, quickly!

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BODY LANGUAGE

• It is impossible for a person to smile and
• be mad at you at the same time.
• It is up to you to add that smile to the
  meeting by making sure your body language shows
  enthusiasm.