One of our most recent guests brought to light the importance and influence body language has when conducting sales. He demonstrated how sales people can cage themselves and subversively make customers turned off from connecting with us. We need our body language to be as open as our communication. I have seen salesmen who will use their physical size as a way to intimidate people to try and force them into a sale. The understanding we havde of body language we can not abuse to force people into sales. We also need to be able to recognize other’s body language and make sure we react to that. If someone’s body language makes them small, then we may need to take steps to make them more comfortable. If someone had put walls up, we can see that in how they express themselves and we should try to find ways to make them more comfortable. Walls can be made because of presuppositions the customer may have, or they may not understand the conversation or like the trajectory. we also need to keep in mind customers can use body language to intimidate us as well. We need to be careful to observe this and if possible even the playing ground. Or, communicating a genuine solution to their problem, try and make the customer realize that that behavior signaling is unnecessary. This sorta ties into rule 16:make the customer give up looking for other solutions, not in the sense that we force them to choose us, but make them realize we
RockefellerGC25@gcc.edu
This was one of the best lectures I’ve attended. Dan gave us lots of valuable information relating body language. I plan to ethically use all of these tips in interviews, professional life, and in everyday life.
Dan showed us a bunch of different skills to evaluate how comfortable or uncomfortable a customer is. Knowing this information gives you a huge advantage because then you can use specific tactics based on the customer to make them more comfortable. Another huge thing he taught is how as the salesperson you need to be relaxed. The customer is going to feel way more nervous if you are also displaying nervousness. Overall, he provided a bunch of different insights that apply to everyday interactions.