How
important is body language when you are in the middle of proposing a solution
to your customer?
“Very important,” say sales negotiation training specialists. Your body language
makes a huge difference in the way you are perceived. And in negotiations, you
are treated as you are perceived. If you
want to project confidence and caring, here is what you need to do:
1.
Establish eye
contact. This
is how to build trust and show real interest.
2.
Smile. And not just with
your mouth, but also with your eyes to show your genuine good will.
3.
Stand with your feet
apart
to show your stability and confidence.
4.
Keep your arms free
and open.
Crossed arms can be interpreted as hostile or defensive.
5.
Lean toward your
customer
to indicate your full engagement in the conversation.
6.
Modulate your voice so that you speak in
a lower range. And don’t end sentences with a rising tone that indicates a
question rather than a positive statement.
7.
Pace yourself. Rapid speech is
difficult to follow and is associated with anxiety. Speak slowly and clearly.
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