Body Language MistakesYou have heard me say many times how important it is to be a good active listener. Just as important is the display and understanding of body language because often it contradicts what is being said. How salespeople carry themselves on sales calls can be just as important as what they say. Because of that, today I want to discuss some common body language mistakes for salespeople to avoid, with the help of some information from Square, Inc.:

Weak handshake

Just think about the last time you shook hands with someone with a “dead fish” handshake. If it was a salesperson, I doubt seriously you bought anything from that individual. As insignificant as it may seem, a weak handshake sends unfavorable signals, whereas people with a strong handshake are proven to be viewed more favorably, and frankly sell more.

Not making eye contact

Eye contact is one of our most primitive and important means of communication. It is a great way of soliciting feedback and goes hand-in-glove with a strong handshake (no pun intended). It also conveys confidence, leadership, and strength. Closing one’s eyes or looking over someone while speaking may indicate that boredom or feelings of superiority.

Not smiling

Smiling works two ways. It shows that you’re a pleasant person with confidence, openness, and energy; all positive things in the professional world. But a smile also triggers a mirror response in the listener, eliciting them to smile back and creating an overall positive interaction. Often this is a huge step toward increasing likability and trustworthiness, thereby improving sales results.

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Fidgeting

Everybody has done it at some point; played with their hair, tapped their fingers on the table, twirled chairs from side to side. This kind of fidgeting usually signals that people are anxious or disinterested, which are both undesirable qualities in a sales environment. If you are prone to fidget, try a little personal surveillance and videotape yourself, in order to begin an intervention to stop this annoying trait.

Slouching

Bad posture can signal that you’re either lazy or low energy, neither of which customers or buyers want to see on a sales appointment, regardless of your excuse. I don’t want to be overly wonky, but social psychologists report that standing or sitting up straight literally makes people more powerful, in control, and even more likely to take greater risks. (Isn’t that sometimes necessary in the sales profession?)

Honor Personal SpaceGetting in their grill

There are certain unspoken rules about personal space, and invading it is almost always a big mistake in selling and in other professional situations. As strange as it may sound, doing this can cause a fight-or-flight response in many people. That can’t be good for someone who makes their living selling to others, so it’s best to chill a bit and back off Jack, especially since etiquette says we all need our three square feet.

Crossing your arms

Maybe you just forgot your sweater or jacket and are feeling chilly, but crossing your arms during a sales appointment signals nothing positive. Either you are on the defensive or not open to what your prospect or buyer is saying, or just plain bored. Regardless, instead of putting people at ease it creates a physical barrier that might just cost you that particular sale, or the customer, if you are already a supplier to them.

©2016 Robinson Training Solutions, LLC