body language two
Body Language Two
6 Ways to Use Body Language to Get Achieve What You Want
By Brian Tracy
Vocabulary
| erect | virtually | interaction |
| tone | consist | visual |
| tip | convey | predominant |
| string | dangle | indifferent |
| spine | shuffle | pick up the pace |
| pace | overall | shuffle along |
| firm (2) | initial | impression |
| assume | receptive | make or break |
| verbal | lean (2) | by extension |
| kickoff | instead | prospect (2) |
| alert | engaged | goalpost |
| aware | therefore | influenced |
| sign (3) | brochure | pay attention |
| hand (2) | calculate | arms folded |
| affect | ingenuity | subconscious |
| ankle | hostility | cross (3) |
| mimic | perceive | hold back |
| nod | threat | attentive |
Body Language
Body language is very important in our lives. It affects virtually all human interaction, from politics and business to family and friends and strangers.
Communication between people consists of 55% body language and 38% tone of voice and the way they speak.
That means only 7% is a person’s actual words.
People are Visual
Because people are highly visual, they are most affected by the predominant message that you convey, and this is usually communicated by the way you hold and use your body.
Follow these 6 tips to use body language to get what you want in any sale.
1) Walk the Talk
When you walk, imagine that your head is dangling from a string, holding your entire body erect. You should breathe deeply with your shoulders and your spine straight.
Raise your chin and look straight ahead. Walk and move with strength and confidence.
Move Fast
Pick up the pace. Don’t shuffle along. Move fast, as if you have places to go and people to see. Your overall body language should be one of a busy, active, confident and effective person.
2) Shake Hands Firmly and Fully
When you meet people, give a strong, full, firm handshake. This initial physical first impression can often make or break the sale for you.
When people feel your hand, they measure your character. When your handshake is strong and firm, they assume that you have good character and by extension, represent a good product or service.
Weak Handshakes
Some salespeople give weak, indifferent handshakes as if offering a cold fish. Others give a “half-handshake,” offering their fingers instead of a full handshake. This suggests that you are dealing with a “half person.”
Worse of all, the hand-shaker signals that he doesn’t like or trust, or is not enthusiastic about the other person.
3) Your First Impression
When you meet a prospect for the first time, offer your hand, look the prospect directly in the eye and say, “How do you do?”
This initial verbal first impression is like the kickoff in a football game.
If it is done properly, it can move you a long way down the field toward the goalposts of a successful sale.
4) Sit Erect, Facing Forward
When you sit in a sales situation, always face the prospect directly. Never lean against the back of the chair. This makes you look relaxed, not serious and uncaring about the purpose of your visit.
Sit Up
Instead, sit with you back erect. Lean forward slightly. Stay alert, and be fully engaged, both physically and mentally, in the sales conversation. You should look like a runner at the mark, waiting for the starting gun.
We are greatly influenced by the body language of the people to whom we speak.
Explanation
When you are sitting up straight, leaning forward, and aware of your surroundings, you cause the prospect to be more interested and aware as well.
He or she will pay closer attention to you and be more involved in your sales message.
At a subconscious level, the prospect assumes that what you have to convey is important and valuable. That individual will therefore pay closer attention to you than if you were leaning back and relaxed during the sales conversation.
5) Get the Prospect to Open Up
If a prospect is sitting with his or her arms folded, this is usually not a good sign. Occasionally it is because the office is too cold, but in most cases it is nonverbal communication for being disinterested.
Folded Arms
When a person’s arms are folded, it usually means his mind is closed to his surroundings and what’s going on. Folded arms are an unconscious body language way of protecting himself from perceived outer threats and blocking out incoming information.
However when he unfolds his arms, he opens his mind.
Unfolded Arms
Get the prospect to unfold his arms.
Fortunately it is quite simple.
To open the client up to your message, begin by asking questions.
A Brochure and Price List
If he does not relax and unfold his arms, hand him something physically, like a brochure or price list to read. Ask him to calculate a number or give you a business card.
Use your ingenuity to get those arms unfolded so that he is more open and receptive to you and your message.
6) Use Positive Body Language
Crossed Legs
Crossed legs can be sending the same message.
When a customer’s legs are crossed, it usually is nonverbal communication that means that they are holding back information. If their legs are crossed at the ankle, it means that they are not telling you everything that you need to know.
Mirroring and Matching
Here’s a key point: people unconsciously tend to mimic each others’ body language.
When you deliberately keep your arms unfolded and your hands open, with your feet flat on the floor, ankles uncrossed—you prospect will often engage in the same body language himself.
Lean Slightly Forward and Listen Attentively
When you lean slightly forward, listen attentively to what the prospect is saying, nod, smile, and listen, the prospect will often engage in the same behaviors.
He or she will soon begin speaking, asking questions, and listening more attentively as well.
Take Action
If you follow these 6 Tips to use body language in selling your sales WILL increase. You can also use these tips in your life to get what you want much easier.
Questions
1. What you say is paramount; nothing else matter. Is this true or false?
2. How should people stand and walk?
3. Are handshakes important? What is the difference between a firm and limp handshake?
4. Describe how you should meet or greet someone.
5. If a person sits back on his chair……… How should we sit? Why should we sit like this?
6. What happens if you fold your arms in front of your body or cross your legs or ankles? How can you get a prospect to unfold his arms?
7. Conversing is important. Yes or no? How should you converse with a prospect or client?
A. All of these explanations and advice is just common sense. Do you agree?
B. Are these body languages universal or do they vary from culture to culture?
C. Do these rules apply to your country or are there different rules?
