You're sitting across from a prospect who's leaning
back, his arms folded across his chest. "Oh, no," you
think. "His arms are folded. He's leaning back. I've
lost the sale for sure!" Suddenly, your enthusiasm fades and
you become insecure about your next move.
At this point, you really have lost the sale. What you don't
know is that the prospect is simply getting comfortable in a
brand-new chair and thinking that the air conditioning is too
high.
Many people believe that body language reveals other
people's inner thoughts. Problem is, it's too easy to
misinterpret the signs. I believe people mirror the body language
you present to them. If you're enthusiastic, the prospect will
be enthusiastic. If you're uncomfortable in a meeting, the
prospect will be, too.
When I work with
someone, the trust and comfort level I sense from looking into his
or her eyes is stronger than any contract (although my attorney
would beg to differ).
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If you want to generate positive body language in your prospect,
you've got to lead the way. Here are three great ways to do
that:
1. Smile. Nothing
communicates pleasure better than a smile. It's the
international body language everyone understands. People can't
help but smile back, and once they smile, they're apt to be
more receptive to what you have to say.
2. Give a firm handshake.
Many a good impression has been ruined by an ineffectual or overly
vigorous handshake. The physical contact of two hands meeting gives
you an unparalleled degree of bonding. But you've got to do it
right. Grasp the other person's hand fully and firmly.
3. Make eye contact. Twelve
years ago, when I was about to go into business for myself, I asked
a good friend if he had any advice. His simple words of wisdom?
Make eye contact. There's no substitute for looking a person in
the eye, smiling sincerely and saying "Hey, it's nice to
meet you." When you're making a sales presentation, or
anytime you're making an important point, be sure to look into
the other person's eyes.
One of my business partners, who is approaching 70, recently
said to me, "What makes me happy now is that I don't do
business with people I don't like, don't feel comfortable
with or don't trust, even if that means turning down business.
I've learned that unless those things are present, you have to
walk away."
I believe that the eyes are the windows to the soul. When I work
with someone, the trust and comfort level I sense from looking into
his or her eyes is stronger than any contract (although my attorney
would beg to differ). That's the body language I trust.
Top-rated sales, management and motivation speaker Barry
Farber (www.barryfarber.com) is the author of 12
Clichés of Selling and How They Work.