In sales, it’s often not what you say but how you say it. Let’s talk about body language for salespeople.
You know we’ve all heard how important body language is in communication, but the term body language is actually a misnomer.
80% of body language takes place from the neck up. Facial language is far more important because the face more than any other part of the body offers up non-verbal clues.
Here are four tips for salespeople to improve their body language with customers.
- The eyes.
There is a clue hidden in your prospects eyes that tells you when they are paying attention.
You know what it is? Their pupils get larger.
And we also know when someone is not paying attention to us because we see their eyes become distracted.
The trick here would be to pretend you’re talking to the most interesting person in the world.
What about your eyes in the situation? How do you focus?
Be conscious of your eyes and how much attention you are paying in your next conversation.
- The mouth.
When it comes to the mouth, the key here is that smiling is perhaps the greatest of all body language signals. As long as it’s authentic.
People can tell authenticity from a mile away.
Be careful about things with the mouth that display your discomfort like pursed lips or lip biting or covering the mouth.
All of these things will suggest that you are uncomfortable, and you’ll pass that discomfort to your customers. Don’t do it.
- The hands.
The hands show stress, which is interesting.
For example, a clenched fist or really busy hands show stress.
We want our hands to be in a nice, relaxed posture.
Bonus Tip: Carry a clipboard or a tablet with writing instrument. It’s a great to take notes, it keeps your hands occupied and it denotes a certain measure of authority.
- Personal space.
Within four feet is considered personal space. Outside of four feet is considered social space.
This is showing consideration for the comfort level of the customer.
One way to do this is to practice with a peer, a teammate, a friend, somebody you trust.
Practice speaking at different distances and get their feedback as to their own comfort level.