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BODY LANGUAGE

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BODY LANGUAGE First-Impression Basics BODY LANGUAGE Making a sale requires effective communication with the prospect; not just the use of words but total body presence. – PowerPoint PPT presentation

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Title: BODY LANGUAGE


1
BODY LANGUAGE
  • First-Impression Basics

2
BODY LANGUAGE
  • Making a sale requires effective communication
    with the prospect not just the use of words but
    total body presence.
  • Body language can offer clues to tell us how well
    a sale is going.
  • Our body gives off warning signals that things
    areor arentgoing well.

3
BODY LANGUAGE
  • All of these communication signals are conveyed
    to anyone you are talking to and your
    presentation or meeting can become a memorable
    event or a dismal failure depending on the
    empathy established.
  • A check of the following list will help you see
    that learning to read body language will help
    you to sell betterand more.

4
BODY LANGUAGE
  • Everyone experiences first impressions
    dailygood and bad.
  • It is generally agreed they are extremely
    important in the selling profession.
  • What some salespeople fail to realize is the need
    to create a good first impression every time!

5
BODY LANGUAGE
  • Prospects dont have to be polite, like you and
    listen to what you have to say.
  • As a salesperson, however, you are required to do
    these things if you want to succeed.
  • Remember that the friendly person you met
    yesterday can be the ogre of today. However, the
    impression you give and the attitude you exude
    can rub off.

6
BODY LANGUAGE
  • Taking stock of your selling personality before
    each sales call
  • should be as automatic as
  • reviewing your pre-call checklist.
  • Here are some important basics
  • to keep in mind

7
BODY LANGUAGE
  • PHYSICAL APPEARANCE
  • Realize the importance of physical
    appearanceyour customers and prospects do!
  • Your appearance and the materials you have with
    you are both sales tools.
  • Slumping in a chair or having a spot on your
    jacket can take the persons attention away from
    what you are saying. So can playing with a pen or
    fixing your hair.
  • Look successful and relax.

8
BODY LANGUAGE
  • FACIAL EXPRESSIONS
  • The face is said to be capable of over 250,000
    different expressions! People are more aware of
    these silent messages than you realize.
  • You might say Im glad you brought that up, as
    a means of exploring an objection further. But
    if you say it with your jaw set and your mouth
    nothing but a thin line, you are obviously
    annoyed and the prospect may go on the defensive.

9
BODY LANGUAGE
  • TONE OF VOICE
  • Your tone of voice has a greater range than you
    might think. It can go from warm to cold in a
    matter of seconds.
  • You dont have to speak with a smile all the
    time, but you can indicate interest and
    enthusiasm with the right inflections and create
    a positive climate throughout the meeting.

10
BODY LANGUAGE
  • PRACTICE YOUR HANDSHAKE
  • A firm handshake is said to make a positive
    impression. However, firm to some people seems
    to include bone-crushing, pumping tactics or not
    letting go.
  • The best rule is to wait until the person with
    whom you are meeting offers to shake hands, then
    do so in a normal manner.

11
BODY LANGUAGE
  • BE VOICE CONSCIOUS
  • Everyone has speech habits that hinder effective
    communication. For instance, some people will
    say I see whenever the prospect has finished
    speaking. And then there are the ah-h-h and
    wells that pop up from time to time.
  • Many people just arent aware they say these
    things. If youre not certain of your own voice
    behavior, practice with a tape recorder.

12
BODY LANGUAGE
  • BE VOICE CONSCIOUS
  • Speak at a speed that will enable people to hear
    every word.
  • Choose your words so you dont become known for
    speaking a lot but saying a little.
  • Try to be conversational in your presentation.

13
BODY LANGUAGE
  • Now that you have reviewed your own body
    language, what can you learn from your prospects
    body signals?
  • Understanding the subtleties of the other
    persons movements and body positions can allow
    you to adjust your presentation before you go too
    far astray.

14
BODY LANGUAGE
  • MOVING THE SHOULDERS
  • Slumped shoulders (while standing or sitting) say
    your prospect is indifferent.
  • Shoulders hunched is often viewed as an
    aggressive posture.
  • Likewise, shoulders high and forward, stand for
    domination. This person is hard to lead!

15
BODY LANGUAGE
  • COMING TO THE ARMS
  • Arms tightly folded against the chest signifies
    hostility. Your message is not getting through.
  • Are your prospects arms back and hands clasped
    on the chest? This may mean he is a humble
    person, but not necessarily the right person to
    clinch the sale.
  • Watch out for elbows on the knees or dangling
    hands. This often means youre not with a
    decision maker.

16
BODY LANGUAGE
  • DROPPING TO THE FEET
  • Both feet pressed solidly on the floor are a
    protection stance meaning the client feels
    threatened.
  • Feet relaxed, tipped upward or off the floor is a
    sign of control and confidence.
  • Swinging the feet or legs crossed with feet
    wagging says impatiencethis person wants to
    get the discussion resolved, quickly!

17
BODY LANGUAGE
  • It is impossible for a person to smile and
  • be mad at you at the same time.
  • It is up to you to add that smile to the
    meeting by making sure your body language shows
    enthusiasm.
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