It’s been said that our bodies communicate 90% of what we are saying, versus 10% for our words. We’ve all heard, “It’s not what you say, it’s how you say it.” We wield far more influence with our words when they are accompanied with positive body language. I’m not going to delve too deeply into this on this blog, as this is a study in and of itself. If you’d like to learn more about this subject, I would suggest that you study NLP (Neuro-Linguistic Programming), the last word on the subject.
For this blog, I’ll highlight what I have found to be the salient points of body language that have greatly helped me in my sales and business career:
• Smile! Pretty simple: Just wear your best smile as often as you can. Make sure it’s genuine and warm.
• Listen intently by maintaining eye contact.
• Make sure your posture is straight and strong
•Subtly nod your head to communicate an affirmative message to your prospect—whether or not you agree with them (more on that in my blog, Empathetic Selling https://edgewaterblog.com/2014/05/07/empathetic-selling/). A little nod is letting them know you’re present and paying attention.
• Pace your prospect’s style of speaking. Speak slowly if they do. Speak quickly if they do. Speak loudly if they do. Speak softly if they do. People like people who are like them and one of the quickest ways to establish rapport is to have a similar speaking pattern. Be careful not to mock them; do this with stealth.
This is the tip of the iceberg. I strongly encourage you to do your research on NLP and body language, not just for a sales tool, but in the interest of effective communication in all your endeavors.