Understanding Body
Language in Selling
Studies in Psychology tell us that
the effect you have on others depends on what you say from the
mouth (7%), the manner in which you say it (38%), and by your body
language (55%). In addition, how you sound also imparts a
message, so 93% of emotion is also conveyed without saying the
actual words.
This is also true in selling. In
the real world, we sell tangible items and also ideas. A concise
way on how we can sell effectively is by simply using that old but
very powerful arsenal known as body language.
When you sell, you can use
postures, facial expressions, gestures, mannerisms, and your
physical appearance to close the sale successfully. Most customers
tend to buy when triggered by their senses. The key here is to
do everything you can to positively affect their senses.
Most people believed the image
projected by Saint Mother Theresa is a positive image. She used her
personality to convey a constant image of holiness and sincerity.
We bought the idea of her image.
Non-verbal
communication also connotes that a man of few words is a man of
credibility.
 It's often
not what you say that influences others; it's what you don't
say. The signals that you impart using body movements suggest
comprehension, disposition, morality, and
compassion.
In selling, the instant you meet a
target client, he is already examining you based on your image and
perception in a span of ten seconds or less. This is a crucial
moment in selling, as his first impression of you will definitely
make a permanent mark.
Whether you make or break a sale
can literally depend on the non-verbal signals that you send during
this crucial first contact. Its a must for readers of this
book to understand the facets of body language especially
in selling. Americans, for example, are somewhat categorized as one
of the best in reading body language, because they espouse
thousands of non-verbal signs. This ability makes them formidable
negotiators.
In addition, women are generally
considered to be more adept to body language than men because of
their natural built-in instincts. Now you know the secret why some
women are more successful than men in the business or professional
field.
As a rule of thumb, body language is
being used most of the time all over the world. The
most common example is a nodding head (meaning
yes).
But it is not necessarily the case
every time. For example, shaking legs might connote that a person
is nervous, while it may just be a persons natural behavior. A
persons eyes could evade you because hes hiding something, or it
could also mean that hes extremely shy.
Given these intricacies, whats
important is to analyze what the message really is. You can do it
by looking at patterns. Look out for groups of signals that may
have the same meaning in relation to the verbal expressions, and
also in cognizance to the circumstances.
Once you have traced the
patterns, it is easier to understand body language.
It will therefore help you make a sale.
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