24 Feb 10 ways salespeople can improve their non-verbal communication
It’s not just what you say that’s important; it’s how you say it. Let’s dive deep into the secrets of non-verbal communication.
Successful salespeople know all about persuading with their words, saying the right things at the right times to get their prospects to buy. However, without non-verbal skills, you can never be a top seller.
Here are ten things you need to think about when you’re with your prospects to ensure you get results.
1 — What are you wearing?
Before you even get to your meeting, you can start to think about your non-verbal communication. What does the way you dress for your meeting say about you?
If you arrive at your meeting dressed scruffily, your prospect may think you’re not as professional as you’d like to be. Also, think about how what you wear reflects on your company.
2 — Movers and shakers
First impressions last. Your prospect will be making their mind up about you from the second they see you. Make sure they catch you in your best light.
Walk into the meeting confidently, with a straight body and purposeful movements.
When you shake hands, do it strongly and firmly. It projects confidence and professionalism. No one enjoys a wet fish handshake.
3 — Sit up straight
Once you sit down with your prospect, check your posture. You want to come across as alert, interested, engaged. Sit up straight at the front of your chair. Don’t slouch! Appearing too relaxed could make your prospect think you’re not bothered about them.
Face your customer, so they don’t have to crane their neck to see you. Which brings us on to…
4 — Eye contact
Look into your prospect’s eyes when you meet them and shake hands. Carry on making eye contact throughout the meeting; when they’re speaking, when you’re speaking, as much as possible.
If your eyes are darting around the room, unwilling to meet those of your prospect, it looks shifty, like you’re hiding something. Making regular eye contact builds trust and shows that you’re confident in what you’re saying.
5 — Facial expressions
As you listen to your prospect, try to watch the expressions you are pulling with your face. Try to look engaged, like you are interested in what they’re saying and that you care.
Smile as much as you can. It conveys the message that you are friendly, enthusiastic and you are actually happy to be there.
If your prospect gives you a piece of bad news, try not to let it show on your face.
6 — Tone of voice
In the meeting with your prospect, you may be rattling off the same pitch you have given hundreds of times before. But, you want your prospect to feel like you’re doing it just for them.
As you pitch, think about the tone of your voice. Try to sound confident about your pitch and passionate about what you do. Speak clearly, so you are easy to understand. Don’t lapse into a dull, monotonous, robotic voice, even if you’re delivering a script.
7 — Body language
We’ve talked about your sitting position and the importance of eye contact, but that’s not all when it comes to body language.
Occasionally nodding is a great way to convey to your prospect that you understand them and are engaged while they talk. It shows them that they have your full attention.
Watch what you do with your hands as you talk; hand gestures can show that you’re passionate. However, if that isn’t your thing, just keep your hands still. Fidgeting with your hands can make you seem nervous and unconfident.
8 — Listening
In a meeting, you should be listening to everything your prospect says. But, more than that, you need to show them that you’re listening.
We’ve talked about nodding along with them and making regular eye contact, but you could take it a step further by taking notes.
9 — Manners maketh man (and woman)
Leave a spectacular impression on your prospect by showing what great manners you have during your meeting.
Make sure you are polite at all times, to your prospect and anyone else you speak to while you’re together, the staff in the coffee shop, for example.
Lots of pleases and thank yous, hold doors open, that sort of thing.
10 — Watch your prospects non-verbal communication
Our final tip is expert, ninja-level non-verbal communication. Look at how your prospect is communicating with you and try to get them to open up. Read the situation and act accordingly.
For example, if they’re lounging back in their chair, they might not be giving you their full attention. If they fold their arms, they may be closing themselves of too what you are saying.
An effective way to take control of their body language is to ask some open questions. As they think about their answers, their body language should go back to a more natural state.
Over to you
Thank you for reading Sales Confidence’s ten tips for better non-verbal communication. Now, we want to know what you think.
What are your top tips for better body language?
Let the Sales Confidence community know with a comment.