how to read body language

how to read body language

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. It’s 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 person’s natural behavior. A
person’s eyes could evade you because he’s hiding something, or it could also
mean that he’s extremely shy.

Given these intricacies, what’s 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.

In sales, here are signs that you are open for negotiations and are willing
to compromise. Unbuttoning your jacket means you are ready to talk and to listen
to a counter offer. Removing your jacket or rolling your sleeves up is a very
good sign for the client, as this means you are ready to decide or to give in to
the final price.
You, as the seller, may also use body language as a tool to
recognize and counteract any potential objections by the client. The usual
scenarios include the following:
If the client’s arms are crossed, it means
he is disinterested. Use counter measures like positive movements to cause them
to uncross their arms, and for you to begin the sales approach. When his arms
and legs are uncrossed, and his hands are open, this is the best scenario, as
they are open to your ideas…and a sale is more likely to happen.

Always be alert to the signs the client is exhibiting. If the client shows
interest through his body movements, give the final sales blow and close the
sale. The client's body language may change from positive to suspecting. In this
case, take it easy, gather your wits, read your client’s moods, and try to win
him back. Always exhibit openness and sincerity. When the client crosses his
legs and arms, this is a warning signal. Use mirroring techniques (discussed in
the previous chapter). You must make every effort to earn the trust of the
client, so that you ultimately can close the deal.