Does Your Body Language Stop A Sales Presentation Before It Starts?
Does Your Body Language Stop A Sales Presentation Before It Starts?
People put out visual signals based on their body language. Often we are not even aware of doing so. These signals include posture, eye contact, gestures, facial expression and other factors. An effective salesperson needs to know how to master the subtle cues of body language before he or she can be successful. Visual signals can make you appear not to be in control and will detract from your overall presentation …and the sale.
Posture
Salespeople are always giving presentations – whether they know it or not. Even if it’s a one-on-one meeting with a client or prospect, you are always presenting your ideas, products, or services.
Your posture is an important part of the presentation. Your objective is to be comfortable and controlled. You want your audience -- the client or prospect -- to see you relaxed and comfortable. This puts them at ease as well.
If you tend to sway or rock while speaking, spread your feet about 6 to 8 inches apart, parallel to each other with toes pointed straight ahead. Flex your knees and put your weight on the balls of your feet. Standing in this position will stop any swaying or rocking motion and reduce distracting heel movements. You can move around and return to this position, just don’t pace.
Make sure you are standing up straight and are facing your audience head-on. Keep your posture open with arms relaxed and hanging down at your sides. If your hands are clasped firmly in front of you, your feet are crossed and your body is tight – you are not exactly exuding confidence. Other “don’ts” include:
•hands on hips – you look too condescending or parental
•crossed arms – you are not conveying a look that says, “Let’s talk.”
•hands crossed in front of you – otherwise known as the “figleaf” stance, this makes you look weak and timid.
•hands joined behind your back – this stance (the “parade rest”) makes you seem like you have no energy
•leaning back in a chair, if seated – you look like you’re ready to pass judgment
•putting your hands in your pockets – this makes you seem nervous and can result in jingling any change or keys that might be there
The effective salesperson keeps his or hands open. Hold your chin raised, giving you the aura of being in control.
Gestures
Gestures are an important part of your visual picture. They are reinforcements of the words and ideas you are trying to convey. Gestures include hand, arm and head movements.
We all know people who “talk with their hands” – in some cultures gesticulating a great deal is the norm.
Two gestures to avoid are:
•using a pointed finger – this makes you look accusatory, even if that wasn’t your intent
•fist raising – this is hostile or threatening
The most effective gestures are spontaneous. They come from what you are thinking and feeling, and help your listeners relate to you and what you are telling them.
When giving a presentation, make sure you vary your gestures. Don’t use the same motion over and over again. Audience members will focus on the repeated gesture and not your content. Use your palms and open them out to your audience when gesturing. Move your arm and hand as a single unit, gesturing up and down. When gesturing, always keep your hands and gestures above your waist.
Eye contact
Any career-related manual or book will agree that one of the most important things that someone interviewing for a new job can do is to make contact with his or her interviewer.
The same is true of a salesperson giving a presentation. Even if it’s one-on-one, don’t be afraid to make eye contact. When you make eye contact, you are relating to your audience, which will help get your message across and possibly close the sale.
If you make eye contact with someone who quickly looks away, try not to directly look into that person’s eyes again. In some cultures direct eye contact is inappropriate, and some people just feel uncomfortable. If you are giving a presentation to a group of people, the eye contact should be done in an irregular and unpredictable “Z” formation – looking at one person for three to five seconds and then moving on to next face.
The possible problem area with eye contact is if you over do it, and start to stare. In conjunction with making eye contact, you can nod your head occasionally. This also helps connect with your listener.
Facial expressions
There are different variations on it, but the age-old maxim is true: “Your face speaks a thousand words” or “The look on your face speaks volumes.”
Be aware of your facial expressions. If possible, look at a mirror each time you are on the phone –do this for one week. Watch your face when you are talking on the phone.
Be aware of any artificial, unfriendly, or deadpan expressions you may be making. Do you squint, frown, make strange faces? Once you are aware of any expressions you may make, it will be easier to eliminate them. Practice smiling and looking pleasant. That’s how you want to look when meeting clients or prospects.
Some facial expression “don’ts” include:
•arching eyebrows – this makes you seem surprised or questioning
•frowning – your moodiness will be the only thing the other person remembers
•grimacing – your prospect will wonder where it hurts
Salespeople can learn to practice their gestures, posture, eye contact and facial expressions. Doing so can only help improve your sales performance. The bottom line is that it doesn’t matter how exciting or innovating your sales pitch is, because your body language speaks louder than words.
Does Your Body Language Stop A Sales Presentation Before It Starts - To learn more about this author, visit Marjorie Brody's Website.
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Most everyone knows that the way you dress can influence others. But you can wear the most expensive business suit and still not convey confidence, approachability and, perhaps most importantly – sincerity. Salespeople are always looking for new ways to make the sale. What they need to do is remember that you can’t sell anything before you can sell yourself.
People put out visual signals based on their body language. Often we are not even aware of doing so. These signals include posture, eye contact, gestures, facial expression and other factors. An effective salesperson needs to know how to master the subtle cues of body language before he or she can be successful. Visual signals can make you appear not to be in control and will detract from your overall presentation …and the sale.
Posture
Salespeople are always giving presentations – whether they know it or not. Even if it’s a one-on-one meeting with a client or prospect, you are always presenting your ideas, products, or services.
Your posture is an important part of the presentation. Your objective is to be comfortable and controlled. You want your audience -- the client
If you tend to sway or rock while speaking, spread your feet about 6 to 8 inches apart, parallel to each other with toes pointed straight ahead. Flex your knees and put your weight on the balls of your feet. Standing in this position will stop any swaying or rocking motion and reduce distracting heel movements. You can move around and return to this position, just don’t pace.
Make sure you are standing up straight and are facing your audience head-on. Keep your posture open with arms relaxed and hanging down at your sides. If your hands are clasped firmly in front of you, your feet are crossed and your body is tight – you are not exactly exuding confidence. Other “don’ts” include:
•hands on hips – you look too condescending or parental
•crossed arms – you are not conveying a look that says, “Let’s talk.”
•hands crossed in front of you – otherwise known as the “figleaf” stance, this makes you look weak and timid.
•hands joined behind your back – this stance (the “parade rest”) makes you seem like you have no energy
•leaning back in a chair, if seated – you look like you’re ready to pass judgment
•putting your hands in your pockets – this makes you seem nervous and can result in jingling any change or keys that might be there
The effective salesperson keeps his or hands open. Hold your chin raised, giving you the aura of being in control.
Gestures
Gestures are an important part of your visual picture. They are reinforcements of the words and ideas you are trying to convey. Gestures include hand, arm and head movements.
We all know people who “talk with their hands” – in some cultures gesticulating a great deal is the norm.
Two gestures to avoid are:
•using a pointed finger – this makes you look accusatory, even if that wasn’t your intent
•fist raising – this is hostile or threatening
The most effective gestures are spontaneous. They come from what you are thinking and feeling, and help your listeners relate to you and what you are telling them.
When giving a presentation, make sure you vary your gestures. Don’t use the same motion over and over again. Audience members will focus on the repeated gesture and not your content. Use your palms and open them out to your audience when gesturing. Move your arm and hand as a single unit, gesturing up and down. When gesturing, always keep your hands and gestures above your waist.
Eye contact
Any career-related manual or book will agree that one of the most important things that someone interviewing for a new job can do is to make contact with his or her interviewer.
The same is true of a salesperson giving a presentation. Even if it’s one-on-one, don’t be afraid to make eye contact. When you make eye contact, you are relating to your audience, which will help get your message across and possibly close the sale.
If you make eye contact with someone who quickly looks away, try not to directly look into that person’s eyes again. In some cultures direct eye contact is inappropriate, and some people just feel uncomfortable. If you are giving a presentation to a group of people, the eye contact should be done in an irregular and unpredictable “Z” formation – looking at one person for three to five seconds and then moving on to next face.
The possible problem area with eye contact is if you over do it, and start to stare. In conjunction with making eye contact, you can nod your head occasionally. This also helps connect with your listener.
Facial expressions
There are different variations on it, but the age-old maxim is true: “Your face speaks a thousand words” or “The look on your face speaks volumes.”
Be aware of your facial expressions. If possible, look at a mirror each time you are on the phone –do this for one week. Watch your face when you are talking on the phone.
Be aware of any artificial, unfriendly, or deadpan expressions you may be making. Do you squint, frown, make strange faces? Once you are aware of any expressions you may make, it will be easier to eliminate them. Practice smiling and looking pleasant. That’s how you want to look when meeting clients or prospects.
Some facial expression “don’ts” include:
•arching eyebrows – this makes you seem surprised or questioning
•frowning – your moodiness will be the only thing the other person remembers
•grimacing – your prospect will wonder where it hurts
Salespeople can learn to practice their gestures, posture, eye contact and facial expressions. Doing so can only help improve your sales performance. The bottom line is that it doesn’t matter how exciting or innovating your sales pitch is, because your body language speaks louder than words.
Does Your Body Language Stop A Sales Presentation Before It Starts - To learn more about this author, visit Marjorie Brody's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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