What is nonverbal communication? It refers to the use of communication without using spoken language. Nonverbal communication―often referred to as body language―is very important in getting what you want in life, especially in selling.
The message you convey in a conversation is 55% body language and nonverbal communication, 38% tone of voice, and only 7% in the words that you use.
Because people are highly visual, they are most affected by the predominant message that you convey, and this is usually communicated by the way you hold and use your body.
Follow these 6 tips to use body language to get what you want in any sale.
- Walk the Talk
Understanding body language is very important, even when you are walking. When you walk, imagine that your head is dangling from a string, holding your entire body erect. You should breathe deeply with your shoulders and your spine straight. Raise your chin and look straight ahead.
Walk and move with strength and confidence. Pick up the pace. Don’t shuffle along. Move fast, as if you have places to go and people to see. Your overall body language should be one of a busy, active, confident, and effective person.
- Shake Hands Firmly & Fully
When you meet people, give a strong, full, firm handshake. This initial physical first impression can often make or break the sale for you. Take a look at these examples of nonverbal communication when shaking hands to understand why it’s important.
When people feel your hand, they measure your character. When your handshake is strong and firm, they assume that you have good character and by extension, represent a good product or service.
Some salespeople give weak, indifferent handshakes as if offering a cold fish. Others give a “half handshake,” offering their fingers instead of a full handshake. This suggests that you are dealing with a “half-person.”
- Your First Impression
When a homeowner meets you for the first time and extends his/her hand, confidently shake that person’s hand, look him/her directly in the eye, and say, “How do you do?” This initial verbal first impression is like the kickoff in a football game. If it is done properly, it can move you a long way down the field toward the goalposts of a successful sale.
- Sit Erect, Facing Forward
It’s crucial to understand body language in sales when it comes to your posture. When you sit in a sales situation, always face the prospect directly. Never lean against the back of the chair. This makes you look relaxed and uncaring about the purpose of your visit. Instead, sit with your back erect. Lean forward slightly. Stay alert, and be fully engaged, both physically and mentally, in the sales conversation. You should look like a runner at the mark, waiting for the starting gun.
We are greatly influenced by the body language of the people to whom we speak. When you are sitting up straight, leaning forward, and aware of your surroundings, you cause the prospect to be more interested and aware as well. He or she will pay closer attention to you and be more involved in your sales message.
At an unconscious level, the prospect assumes that what you have to convey is important and valuable. That individual will, therefore, pay closer attention to you than if you were leaning back and relaxed during the sales conversation.
- Get the Homeowner to Open Up
When meeting with a homeowner, you want them to open up― understanding of nonverbal communication in sales can help you determine their state of mind. If a prospect is sitting with his or her arms folded, this is usually not a good sign. In most cases it is nonverbal communication for being disinterested.
When a person’s arms are folded, it usually means his/her mind is closed. Folded arms are an unconscious body language way of blocking out incoming information. When arms become unfolded, it means you’re speaking to someone with a more open mind.
Get the prospect to unfold his arms. It is, fortunately, quite simple. To open the client up to your message, begin by asking questions. If that does not cause the person to uncross his/her arms, give the person something physically, like a brochure to read. Ask the homeowner to help you fill out the home’s inspection sheet. Or simply give that person your business card. Use your ingenuity to get those arms unfolded so that he is more open and receptive to you and your message.
- Use Positive Body Language
Crossed legs can be sending the same message. When a customer’s legs are crossed, it usually is nonverbal communication that means that they are holding back information. If their legs are crossed at the ankle, it means that they are not telling you everything that you need to know.
Your prospect will tend to mimic your own body language, so make sure that you are using body language to sell. When you deliberately keep your arms unfolded and your hands open, with your feet flat on the floor, ankles uncrossed, your prospect will often engage in the same body language.
When you slightly lean forward, listen attentively to what the prospect is saying; then nod, smile, and listen―and the prospect will often engage in the same behaviors. He or she will soon begin speaking, asking questions, and listening more attentively.
To further help your technicians and/or salespeople with their in-field communications and sales skills, you should absolutely send them to a Learning Alliance Service Essentials and/or Advisor Essentials class. Go to the Training tab of your SGI website today to find upcoming dates. We promise that each individual that goes through these core classes will dramatically increase his/her performance. Training truly does pay for itself.