Webinar Training Topics
prospect's body language gestures gives a salesperson the advantage when
selling face-to-face. This critical, yet highly-overlooked face-to-face
communication skill, gives the salesperson the ability to close more sales in
aware that your body language gestures reveal your deepest feelings and hidden
thoughts to total strangers? Understanding body language gestures will give you
the ability to build trust and create rapport quickly with your customers...
face-to-face or over the phone. Did you know
that the use of personal space, physical gestures, posture, voice tone, facial
expressions, and eye contact can enhance or sabotage sales effectiveness? This
means that understanding the power of body language plays a heightened role in creating
trust and rapport with a customer. The customer has to first “buy the
salesperson” before they will consider buying his or her products.
First impressions are made in less than seven seconds and are heavily influenced by your professional image and body language. In fact, studies have found that nonverbal cues have four times the impact on the impression you make than anything you say.
When a prospect isn’t completely onboard with a sales presentation, salespeople need to be able to recognize what’s happening and respond quickly. That’s why engagement and disengagement are two of the most important body language signals to monitor during a face-to-face sales presentation. Engagement behaviors indicate interest, receptivity, or agreement while disengagement behaviors signal boredom, anger, or defensiveness.
When your nonverbal signals match up with the words you’re saying, they increase trust, clarity, and rapport. When they don’t, they can generate tension, mistrust, and confusion. If you want to become a more effective salesperson, it’s important to become sensitive not only to the body language cues of your prospect, but also of your own gestures.
Look at nonverbal communication signals as a group. Don’t read too much into a single gesture or nonverbal cue. Consider all of the nonverbal signals you are receiving, from eye contact to tone of voice and body language. Taken together, are their nonverbal cues consistent—or inconsistent—with what their words are saying?