Why Body Language Matters in Sales
Sales professionals often fail to recognize how much noticeable information they emit with their bodies. Watch your body language and close more sales. You get back what you put out.
Unless you control your body, it’s telling your clients something you don’t want them to know. Your words may be spot-on but your body is saying, “I’ll discount my services if you ask. I can cut my commission in half—or I can throw that in for free if that’s what it takes.” You may also be sending subtle, nonverbal signals that convey anxiety, lack of confidence, desperation, or fear.
Poor body language will strangle your potential to close deals
Many professionals focus almost exclusively on selling their company and their products or services. They pay little attention to how they show up and present themselves. You’re part of the package and part of what customers are buying. Everything you say and every move you make either pushes clients away or pulls them towards you. The way you communicate and present yourself has a powerful effect on your perceived credibility, trustworthiness, and authority.
How much business are you handing to your competitors because your body is broadcasting the wrong messages about you and your business? If you don’t think clients see it, they do. If you don’t think your business will suffer, it will. Experts estimate that 90 percent of communication is nonverbal — making attention to body language the most important focus for your professional communication skills.
If you’re broadcasting the wrong signals to your clients, it doesn’t matter how hard you work and it doesn’t matter how great your products or services are.
Pay attention to what your body is saying to your customers. Be aware of how prospects perceive you. Are you making and maintaining good eye contact? Are you aware of hand gestures or facial quirks? Are you fidgeting? Rubbing your hands together? Tapping your fingers? Biting your lip? Playing with your hair? Touching your face? Do a physical scan of what your body is saying.
You can build your confidence and change the signals you are sending. There are no tricks, gimmicks, shortcuts or secrets. You’ll need to assess what your body is conveying when you are in a sales presentation, situation, and conversation.
Start sending a different message. Broadcast signals of confidence, authority, passion, trust, and responsibility. Self-assured professionals have the ability to broadcast success. It’s a quality that draws customers and opportunities like a magnet.
Make sure your body language conveys a message that moves people toward you. Make sure they are leaning in—not looking for an escape route.