Understanding Body Language: An Effective Sales Tool
There is no question that people can speak volumes without
uttering a single word. Non-verbal communication, including body
language, can be a powerful sales tool if one is able to
understand its signals. However, when you realize that the human
body can perform over 700,000 unique movements, the idea of
comprehending all those signals would seem like an unrealistic
endeavor. Do not despair because just having a rudimentary
knowledge of some basic signals and gestures could greatly
improve your ability to sell.
"I need my space" There are four types of space: public, social,
personal and intimate space. Most selling usually occurs in
personal space where one-on-one conversations are more likely to
occur. People need to understand that personal space is
significant for two reasons. First, it is defined differently
for each person. Secondly, if you invade someone's personal
space without their permission, chances are they will shut down
and stop listening.
One visual signal someone can give you that you have indeed
invaded their personal space is the loss of eye contact. If they
have maintained eye contact up to the point that you began to
move toward them, and then the other person looked away, chances
are you've just stepped into their personal space.
"I can see it in the eyes" The old saying that the eyes are the
windows to our souls may or may not be true. However, for many
people, being able to look into someone's eyes helps them to
determine how honest that person is being. We also tend to
believe someone more who is able to maintain eye contact while
having a conversation. Eyes that dart away or look downward send
a message.
For example, people who maintain direct eye contact, have
"smiling eyes", or maintain a relaxed brow are telling you that
they are interested and comfortable with you and what you are
saying. People who are unable to maintain eye contact or who
have tension in their brows may be lying, uninterested,
uncomfortable, or confused.
"With Open Arms" Arms and upper body movements are easy to
correlate to one's actions. Simply put, open arms and open hands
send a message of openness, honesty and pride. Avoid speaking
with your hands behind your back or in your pockets. This
suggests you have something to hide.
If someone is listening to your sales pitch and their shoulders
are hunched, their posture is rigid, or they are tapping their
fingers. This suggests that they lack interest, are anxious,
bored or agitated. You may need to rethink your approach.
For some people, the ability to interpret body language comes
naturally. For others, they may have to work harder to uncover
the signals of body language. If you fail to consider the role
body language plays in a closing a sale, both yours and the
buyer's, you may overlook an essential tool in the sales
process. Try to think of your ability to interpret body
languages as just one more necessary skill needed to become a
successful salesperson.