NONVERBAL SALES TIPS THAT WORK NDIM
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
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
IN SALES, ALWAYS REMEMBER THERE ARE TWO IMPORTANT LANGUAGES:
BODY AND VERBAL
THANK YOU