We have all heard that body language is a far more accurate
indicator of a person’s true feelings than the words they say or even the tone
they use. And in high stakes sales negotiations, it is crucial that you monitor
your own non-verbal clues so they don’t betray or undermine your objectives.
Here are three tips from sales negotiation training that
even some of the most experienced negotiators forget when the pressure is on:
1.
Use your
hands well.
Handshakes make people feel comfortable and promote cooperation. Use them as you meet and greet those on the other side of the table. Then keep your hands relaxed rather than clenched and away from your face. Hands at your face either make you appear anxious or as if you are trying to hide something.
Handshakes make people feel comfortable and promote cooperation. Use them as you meet and greet those on the other side of the table. Then keep your hands relaxed rather than clenched and away from your face. Hands at your face either make you appear anxious or as if you are trying to hide something.
2.
Use your
eyes well.
The right amount of eye contact is important…too little and it appears as if you are being dishonest or evasive, too much and you can seem overly aggressive. Look away when you are thinking, but otherwise convey your interest and careful listening by being attentive and respectful with your eyes.
The right amount of eye contact is important…too little and it appears as if you are being dishonest or evasive, too much and you can seem overly aggressive. Look away when you are thinking, but otherwise convey your interest and careful listening by being attentive and respectful with your eyes.
3.
Use your
facial expressions to your advantage.
Do not betray worry or mistrust with frowns. Instead, your expressions should be open, positive and, when appropriate, friendly.
Do not betray worry or mistrust with frowns. Instead, your expressions should be open, positive and, when appropriate, friendly.
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