Understanding Body Language

Everyone has body language and sometimes they don't realize that they are showing their feelings more through that, than when they verbally express them. Sometimes we speak without even saying a word. This is a very powerful tool to use when in sales, if you are able to understand the signals and pay attenion close enough to read the signals.

Let's start with "I need my space." There are 4 types of space, you have public space, personal space, social space and intimate space. Although most selling occurs in personal space, where one-on-one conversations are more apt to occur. Everyone needs to understand that personal space is very significant for a few reasons. Each persons personal space is characterized differently and if you enter someone's personal space without permission, they will shut down and stop listening to you.

One visual signal a person can give you, is losing eye contact. As you walk up to someone maintaining eye contact with them as your talking to them, and they suddenly look away. You can bet more than likely you have just stepped into their personal space. For many people, being able to look someone in the eye shows how honest a person is being and we tend to believe someone more who maintains eye contact as we speak. Eyes that dart away and look around while they are listening or talking to you sends a message. Those who maintain direct eye contact seem to say they are interested and comfortable with you. People who cannot seem to look at you and maintain eye contact may be lying, uncomfortable, uninterested or confused.

Then there is "With Open Arms." Upper body and arm movement are easy to connect with ones actions. If a person has open arms and open hands, it sends a message to one of openness, pride and honesty. If you put your hands in your pocket or behind your back, this suggests that your hiding somehting. Someone who is listening to you, if they are tapping their fingers on a table, shoulders are hunched over, this tends to suggest a lack of interest, boredom, anxious or agitated. You should rethink your speech and approach it differently.

For some people reading body language is easy and some it is very difficult. If you fail to consider all the body language one has during a closing sale, you may just overlook a great tool in sales process. Just try and think of the ability to interpret body language as just another necessary skill to use be to a successful salesperson.