Body language plays a huge role in selling a product or service to someone. Psychologists have found that the impact you have on others depends on your body language, 55% to be exact. Thus, your body language in selling, is extremely important because it is what most people will concentrate on and will notice. When selling, its normally what you say that makes an impact but more what you do not say.
Therefore, it is crucial that you understand what certain body language means and what body language you should actually use. Listed below are the meanings of some body gestures and if you should use them when selling or not:
Crossed arms normally means defensiveness or sometimes just a comfortable position. You should try to avoid this body language at all costs even if it is a comfortable position because most people view it as the wrong body language.
Touching the nose
Touching the nose can mean doubt or even lying. Sometimes it can just be an itch from a cold. You should try to avoid toughing your nose unless the person you are selling to knows that you have had a bad cold in the past couple of weeks. Also, if a client touches their nose when you are talking then they are withdrawing and did not like something you said so rethink your strategy.
Unbuttoning the jacket
Unbuttoning your jacket can suggest your openness to cooperate. On the other hand it can just simply mean that you are trying to fit into an old jacket. It is suggested that you try to to keep the jacket open to show you are willing to cooperate and negotiate sales. Taking off your jacket in front of a client can be extremely powerful and rolling up your sleeves means that you are ready to get down to the final price.
When shaking someone's hand you should consider a number of things because a handshake is an extremely important matter when trying to make a sale. Normally, the way you handshake represents your personality so if you have a low self esteem you give a soft handshake or if you are quite aggressive you give a very firm handshake.
Domineering men tend to squeeze a woman's hand so you must not to let this happen. You should move your index finger and pinkie finger in towards your palm so that you avoid getting your hand crushed. By doing so, you will eradicate his domineeringness and you will both become equal. The best handshake to give is a firm, strong one that shows confidence but not domineering.
It is crucial that you don not slouch when trying to sell to someone because this portrays lack of enthusiasm and interest. When you stand up tall and keep an even balance on both feet then it means you are confident and relaxed.
If you want someone to trust you then do it through body language rather than just saying it. If you show a hand with palms up it portrays honesty and can build trust, whereas showing a palm down portrays a dominant message. You should also accompany an open palm with a sincere facial expression such as a smile.
Using your hands can mean a number of positive and negative things. For instance, if you place your hands together and place them behind your head it suggest arrogance and sometimes too much confidence which can cause potential buyers to walk away from the sale. By placing your hands on your waist this portrays confidence, means that you are ready and will attract others. Another gesture that suggests confidence is placing finger tips of one hand onto finger tips of another.
Your eyes should always be focused on the customer and you should never use darting eyes as this represents deceit. Looking to the right suggests also suggests deceit, looking to the left suggests the truth and looking down suggests low self esteem. Therefore, never look down or to the right. It is also important to remove sunglasses or dark glasses because it means that a customer or client can not see you eyes and therefore can not read your eyes to establish whether you are being honest. Also, if a client touches their eye when you are talking then they are withdrawing and did not like something you said so rethink your strategy.
It is not only important to think about your body language but also to control your clients as well. If a client uses negative body language such as crossing their legs and arms then you need to change this or else they will not cooperate or negotiate in the selling process. The way to do this is to use positive gestures and statements that will cause them to open up their body language. Then when you notice that they end up mirroring all of your movements you have there full attention and communication. When clients end up mirroring your movements then their attitudes change and you can attempt to close the sale.
You should never point a finger at any client when trying to sell because all it is an aggressive gesture and just antagonizes people.
You must use body language when selling because it can end up swaying potential customers who may be sitting on the fence or it may just allow them to leave without a sale but have a positive impression of you and your company.
A good tip for improving your body language skills is to look at yourself in the mirror and watch how you appear when speaking.
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