Body Language Tips for Sales Success

Mirroring is not all it’s cracked up to be

If you want to build rapport with people, you need to become like them – in other words mirror their actions and they will think that you are on the same wavelength as them. That’s the common wisdom that’s often handed down to salespeople. However, it can be dangerous if not done subtly. If it is not elegantly done it looks totally naff. I’ve seen some salespeople totally overdo it and they look like complete amateurs. People see through it. Slightly copy the person’s style of communication and movement but don’t go so far as to be co-ordinating breathing times!

First impressions do matter

People only pick up what you initially project. Therefore, if you go in to a room looking as dull as dishwater that is what people will remember you as. All subsequent encounters will be associated with that first impression so, if you turn up unmotivated the first time, then all bright and breezy the next, they will think that the latter persona is fake. Think about what you want people to remember about you after that first encounter and project that when you walk in. If you want to look enthusiastic, for example, think of a time in your life you felt really enthusiastic; walk in remembering that situation and chances are you will project it.

Body language leakage

Look out for the messages people are inadvertently giving out in small gestures such as a shake of the foot, a sure sign they are feeling pushed. If you watch someone on the evening news when they are being pressed by the interviewer, you will often see their foot waving around.

Other body language leakage includes rubbing the nose – a good indication that someone is lying. There a physiological reason for the “Pinocchio effect” – when people lie they rub their nose because there is blood running through the facial tissues at the moment of deceit.
You should also keep an eye on any of your own body language leakage: It is those small giveaways that will lose you credibility. Customers are currently body language sophisticates thanks to reality TV shows and they’ll know when you’re lying or bluffing. Also avoid metronomic gestures like tapping, fiddling, drumming fingers, and pen-rapping. It shows impatience and will put the wrong type of pressure on the prospect.

Lesley Aitken
International Business Consultant
Mobile: +44 (0)7815 800 939
www.fitpro.com/business/training

Body Language Tips for Sales Success

Mirroring is not all it’s cracked up to be

First impressions do matter

Body language leakage

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Body Language Tips for Sales Success Mirroring is not all it’s cracked up to be If you want to build rapport with people, you need to become like them – in other words mirror their actions and they will think that you are on the same wavelength as them. That’s the common wisdom that’s often handed down to salespeople. However, it can be dangerous if not done subtly. If it is not elegantly done it looks totally naff. I’ve seen some salespeople totally overdo it and they look like complete amateurs. People see through it. Slightly copy the person’s style of communication and movement but don’t go so far as to be co-ordinating breathing times! First impressions do matter People only pick up what you initially project. Therefore, if you go in to a room looking as dull as dishwater that is what people will remember you as. All subsequent encounters will be associated with that first impression so, if you turn up unmotivated the first time, then all bright and breezy the next, they will think that the latter persona is fake. Think about what you want people to remember about you after that first encounter and project that when you walk in. If you want to look enthusiastic, for example, think of a time in your life you felt really enthusiastic; walk in remembering that situation and chances are you will project it. Body language leakage Look out for the messages people are inadvertently giving out in small gestures such as a shake of the foot, a sure sign they are feeling pushed. If you watch someone on the evening news when they are being pressed by the interviewer, you will often see their foot waving around. Other body language leakage includes rubbing the nose – a good indication that someone is lying. There a physiological reason for the “Pinocchio effect” – when people lie they rub their nose because there is blood running through the facial tissues at the moment of deceit. You should also keep an eye on any of your own body language leakage: It is those small giveaways that will lose you credibility. Customers are currently body language sophisticates thanks to reality TV shows and they’ll know when you’re lying or bluffing. Also avoid metronomic gestures like tapping, fiddling, drumming fingers, and pen-rapping. It shows impatience and will put the wrong type of pressure on the prospect. Lesley Aitken International Business Consultant Mobile: +44 (0)7815 800 939 www.fitpro.com/business/training		Training & Events Conference Training courses FIA Training Courses Business Sales Tip November 08 October 08 September 08 August 08 July 08 June 08 April 08 March 08 February 08 Membership Individual Corporate Benefits Insurance The Magazine Advertising Contact Contact FitPro Business


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