COMMONPLACE BUT STUDY-BASED NONVERBAL SALES TIPS THAT WORK PRESENTED BY DEWAN V. S. GROUP OF INSTITUTIONS INDIA
IN SALES, IT’S IMPORTANT TO KNOW WHEN AND HOW TO SPEAK.
Don’t introduce a product right away Ask questions to understand your prospect’s needs Speak to prospects as if they’re your friends
Sales isn’t just about words, though. Gestures also play an important role. IF YOU’RE SERIOUS ABOUT CLOSING A DEAL, KEEP THESE STUDY-BASED NONVERBAL SALES TIPS IN MIND.
1
BE ENTHUSIASTIC
In a study conducted in 2005, subjects were asked to rate their thirst and hunger. Then they were exposed to a series of subliminal photos of happy, angry or neutral faces – masked each time by a neutral face.
Happy, neutral, or angry (subliminal – 16 msec)
Neutral mask (visible – 400 msec) Source: UCSD News
AFTERWARDS THE SUBJECTS WERE ASKED TO TASTE AND EVALUATE A SMALL, PREDETERMINED SAMPLE OF A DRINK.
RESULT: Subjects with a high level of thirst who were subliminally exposed to a happy face said they would be willing to pay more for the drink and would want more of it. FACTS: EXPOSED TO
A happy Face
An angry face
Willingness to pay
38 cents
10 cents
Wanting more
half-cup
1-2 sips
Source: UCSD News
2
USE EYE CONTACT WISELY
During a normal conversation, a person should make eye contact 60% to 70% of the time, to create a sense of emotional connection. However, while eye contact may signify trust and empathy in friendly situations, it can also be associated with dominance in adversarial situations. Source: WSJ | Forbes
IN ONE STUDY, RESEARCHERS TRACKED THE PARTICIPANTS’ EYE MOVEMENTS WHILE WATCHING A SPEAKER EXPRESS HIS VIEWS ABOUT A SOCIO-POLITICAL VIDEO.
RESULT: Participants who spent more time looking into the speaker’s eyes were less persuaded by his argument – unless they already agreed with the speaker’s opinions. Source: Forbes
3
KEEP A CONFIDENT POSTURE
STAND AND SIT UP STRAIGHT NOT ONLY TO APPEAR BUT ALSO TO FEEL CONFIDENT.
Participants in another study were told either to sit up straight or to slouch while completing a mock job evaluation. They then rated how fit they felt they were for the job. RESULT: THOSE WHO SAT SLUMPED HAD LOWER WORK-RELATED SELF-CONFIDENCE THAN THOSE WHO SAT UP STRAIGHT. Source: Psychology Today
4
DO “HIGH-POWER POSES”
PRIOR TO IMPORTANT MEETINGS
High-power body language is open and relaxed. Low-power body language is closed and guarded. Source: JamesClear
Researchers asked participants to perform either powerful or weak poses for two minutes before undergoing a job interview.
RESULT: NEUTRAL RECRUITERS CONSISTENTLY PREFERED TO HIRE PARTICIPANTS WHO HAD PRACTICED POWERFUL POSES. Source: Entrepreneur
There were also changes in the hormones of the participants. Those who performed a powerful pose had an increase in testosterone level and a decrease in cortisol level. Testosterone
Cortisol
Helps people focus and lead better
Makes people reactive to stress
Powerful pose
20% increase
10% decrease
Weak pose
25% decrease
15% increase
Source: Entrepreneur
IN SALES, ALWAYS REMEMBER THERE ARE TWO IMPORTANT LANGUAGES:
BODY AND VERBAL
THANK YOU