Sales Body Language

By ChangingMinds.Org

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Getting body language right when selling is a tricky business. Here are some tips to help manage your non-verbals.

Open assertion
Stand openly, welcoming them, inquiring of their needs and showing readiness to listen.
In talking with them, generally be clear and assertive, neither dominating nor submitting, although some movement in either direction can work if done with care and in the right circumstances, for example being as servile as your context demands.
Clear body language is relaxed and precise, without being held in or under control. It supports speech, for example in emphasizing key points, and never contradicts it. It does not include unnecessary movement which may cause confusion or betray nervousness.

Match and move
Start off largely reflecting them back, for example by matching body language and using similar verbal style, in order to create an emotional bond with them. Keep your body at the same level as them, for example standing up to greet them and sitting at the same time (not slumping below them).
Then move or speak differently. If they have bonded with you, then they will now be following you, rather than you following them. If they do not do so, then keep matching and moving until they do. Do not move to closure until they are following you.

Lean in
When you lean in towards the customer, you are getting closer to them, creating a bond. There is a danger here in that the person may consider it an invasion of their personal body space, so still treat distance with care until you have their confidence. Leaning in, rather than moving in, is a tentative action and hence is more acceptable.
Leaning in can be conspiratorial when the sales person lowers their voice, as if making this exclusive offer in a way that cannot be heard by their boss or other customers (who would of course snap it up immediately).

Leaning also lowers the body and is a subtle bow, showing respect and deference, hence taking the sting out of any perception of dominance.

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ASSESSMENT | Daniel H. Pink

Salespeople are comprised of a wide range of people, including introverts, extroverts and ambiverts who fall in between. It’s hard to change where you fall on this spectrum, but once you realize where you do, you can then learn how to play up your strengths and downplay your weaknesses as a salesperson.

This quiz from author Daniel Pink will help you assess where you lie on the spectrum and what kind of salesperson you are.

How does being an introvert or extrovert help you perform better at your job?

ASSESSMENT | Daniel H. Pink.

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Spark Boston: Be Someone People Want to Mentor | Inc.com

The relationship between a mentor and mentee is a unique relationship in business that can be very beneficial for both parties. Unfortunately, many people go about trying to get a mentor the wrong way. This video will show you not only the correct way of approaching a potential mentor, but also how to get a mentor to spend energy on you.

What mentors have you had in your life and how have they impacted your career?

Spark Boston: Be Someone People Want to Mentor | Inc.com.

mentor-mentee

Fatal mistakes sales leaders make | @HeinzMarketing

Have you ever experienced success early on in a sales relationship, but failed to steadily produce as the relationship grew?

Aaron Ross at salesforce.com was able to identify 3 fatal mistakes that sales leaders make that hinder their success. Learn how to achieve steady, predictable revenue in a scalable way.

What are some positive actions sales leaders take to encourage predictable revenue?

Fatal mistakes sales leaders make | @HeinzMarketing.

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Motivational Team Building Ideas for Sales

imagesBy Kevin Johnston, Demand Media

Team-building doesn’t just happen; you have to foster it.You can foster a team spirit and motivate your sales staff to reach successively higher goals by providing team-building activities and exercises. […Continue Reading…]

Traveling for Business?

imagesHere are 8 Money-Saving Business Travel Tips by Inc.500 entrepreneur Kevin Daum, who recently learned a few things that have changed in travel.

With a more than $1 billion sales and marketing track record, Kevin Daum is the best-selling author of Video Marketing for Dummies.

1. Set Up Your Phone and Credit Cards Before You Leave…

2. Invest in Decent Luggage…

3. Wear TSA Friendly Clothes…

4. Check Your Bags…

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Try these response strategies when prospects ask tough questions…

By Michael Boyette (Top Sales Dog Blog) images

One essential ingredient in a winning sales call is your ability to field tough questions a skeptical prospect will ask. How you respond makes a huge difference.

Trouble is, far too many salespeople spend their prep time thinking and rehearsing what they plan to say on a call – and not enough time getting ready for questions a prospect is likely to ask.

Here are six response strategies that can set you apart.