Some experts believe that as much as 90 percent of communication is non-verbal. This means that body language speaks louder than words in the selling process. Here are the most important things you need to know about body language on the selling stage:
- Proper Handshake
You will be instantly judged by your handshake. Be sure to extend for a handshake when meeting someone for the first time and at the conclusion of your presentation. Make sure your shake is firm, but not bone crushing. It should last for about 3 seconds and be released after the shake even if the introduction continues. It is very important to make eye contact with appropriate facial expression.
Don’t slouch! Stand or sit up straight and do not cross your arms, as this is a subtle indication of being closed off. Keep your arms relaxed and at your side to appear open and ready to listen. Consider leaning slightly forward with your shoulders back but relaxed which works to create a bond with your prospect. But, be careful not to invade personal space as this can be extremely uncomfortable to many.
- Reflect the Prospect
In order to create a bond with the prospect, try to use a similar verbal style and the speed in which you are speaking. Try to match their body language every now and again and stand or sit at the same level as them.
- Appear calm
Don’t fiddle with your hands which can signal that you are uptight, anxious, nervous or excited. To appear calm, cool and collected, keep your hands in front of you or on the side and relaxed, with fingers together.
- Portray Honesty
Avoid these things which are indicators that a person is not being truthful: touching your face, slightly covering your mouth, rubbing your eyes, scratching your nose or touching other parts of your face when talking.
- Connect with your Eyes
Appropriate eye contact, without staring, is important. Lack of eye contact signals insecurity or lack of interest, while too much is just plain weird and uncomfortable.