Colleen – “I am used to selling on the phone and now I have an outside sales position. What do I have to be concerned about changing in my sales approach?”
When selling in person, remember that your body language will reveal more to your customer than anything you actually have to say. In fact, studies have shown that over 90% of all communication is interpreted by what you do non-verbally during a meeting – not by what you say. This is particularly important to sales people, because so many seemingly harmless body movements and facial expressions can seriously undermine your credibility, and give your customers the mistaken notion that you are not being 100% honest with them. How can you use your body language to communicate better with your customers – and increase your sales? The next time you’re selling face-to-face, be sure to avoid the following sure-fire body language habits, which could be giving your customers the wrong impression:
(1) Dropping eye contact. Moving your eye contact away from a customer when you’re answering an objection signals that you are uncomfortable with either the question, or the answer you’re giving.
(2) Looking away. Looking away from a customer when talking about price gives the impression that you aren’t confident in how much you are charging, and that you could be open to negotiate it.
(3) Fidgeting. Blinking excessively in a dusty room, loosening your collar if you’re hot or other signs of fidgeting could give your prospect a gut feeling that you’re uncomfortable – or even that you’re lying.
(4) Covering your face. Putting your hand up to your face when talking or answering a question can be a strong signal to your prospect that you’re bending the truth, or outright lying.
If you want to come across to your clients and prospects as someone who they can trust to do business with, remember to eliminate all fidgeting, scratching, squirming and twitching, no matter what circumstances you find yourself in. Yes, I know it can be uncomfortable not to scratch your nose if you have an itch. But believe it or not, the very best sales people really do let their noses itch, their feet prickle and their ears tingle without doing anything about it – at least, not in front of the client.
Dedicated to increase your sales