And she’s gorgeous.
What do you do?
Sure, you might offer to buy her a drink, ask for her number, invite her to your table – whatever.
But let me present you with two scenarios…
Scenario One: The man walks up to the woman, who is standing at the bar waiting for her drink. He stands face-to-face with her and is looking down into her face as he introduces himself.
Scenario Two: The man walks up and sits on an empty stool beside the woman, who is standing at the bar waiting for her drink, keeping himself at eye-level as he introduces himself.
Which of these is going to be more successful?
STAY WITH ME, because the answer may surprise you.
The man who’s SITTING is going to have almost 40% better chance of getting her number.
Because he’s paying attention to his body language.
The man who’s SITTING is demonstrating that he is non-threatening! He has read the situation and recognized that being seated while she stands is going to set her at ease and make her feel in control of the situation – people who feel in control are relaxed – and relaxed people are receptive.
SO… with all that being said (free dating tips aside) HOW does this apply to your sales game?
Let me drop a statistic for you…
93% of communication is NON-VERBAL.
I know this is common sense for the elite performers out there, but the amount of people I see that slouch like they’re watching the game while talking to a customer is SHOCKING.
Body language is psychology, and psychology is one of the biggest keys to success in sales.
Test yourself this way:
When a client is raising an objection from across your desk, are you:
- Leaning back in your chair?
- Leaning in towards them?
When you lean back in your chair and cross your ankles when a customer throws an objection at you, you’re conveying that you are becoming inflexible and dismissive of what they see as a valid and important point.
Instead, lean in and fold your hands politely in front of you. This shows that you are listening actively and intently, and even a resistant prospect will subconsciously register that as you taking their objection seriously. This immediately opens them to suggestion and discussion
When your manager comes in to talk to you at end-of-day, are you:
- Unconsciously leaning towards the door or holding your bag in your hand?
- Actively listening to them and full engaged?
(As someone who’s been a manager, let me assure you that we DO notice.)
If you’re in the first category, something as simple as having a hand on your coat or briefcase signals to your manager that you can’t WAIT to be out that door. You are clearly indicating that what they have to say is not important to you and that you feel your attention could be better spent elsewhere. Let me assure you that this is NOT the path to success.
So with that in mind, I have a challenge for you.
Pay CLOSE attention to your body language through your ENTIRE workday for two full weeks. Make note of how you’re standing, sitting, leaning and walking.
Not only will this take your selling to new heights, but you will become more and more aware of the body language of your BUYERS, and in short order, you will be able to read them like a book – and make your paycheck BLOW UP in the process!
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