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By Jeff Whitehead

Are you seeking to enhance your sales acumen and establish rapport with your customers? One of the most potent tools in this regard is the analysis of body language. Body language conveys a multitude of messages and can significantly influence the outcome of a sales transaction. In this blog post, we will delve into how sales professionals can leverage body language to their advantage and effectively engage with clients. Additionally, we will explore various types of body language that can either support or hinder sales efforts.

Overview

Pay meticulous attention to their posture, eye contact, and hand gestures. These cues can indicate their level of interest, comfort, and receptiveness. For instance, crossed arms or fidgeting may signal discomfort or disinterest. Conversely, leaning in and maintaining eye contact are positive indicators of engagement.

Facial Clues

Direct eye contact conveys interest and honesty. Eyes widening indicate surprise, while rolling eyes convey disbelief or frustration. Looking down and to the right suggests self-doubt, while looking down and to the left indicates recall or an event. Looking to the left, neither up nor down, signifies deliberation, while looking to the right, neither up nor down, suggests imagination. Looking up and to the right indicates dishonesty. Rubbing eyes signals tiredness or irritation, while brief eye closures indicate discomfort with the conversation. Raised eyebrows are considered an approving gesture, serving as a nonverbal form of agreement.

It is crucial to distinguish between eye contact and staring. Respectful and interested eye contact is often a positive interaction, while staring can come across as aggressive and unsettling, conveying a sense of discomfort or unease.

Hand Gestures

Hand gestures can also provide valuable insights into a person’s emotions and intentions. For example, open hands indicate approachability and friendliness, while closed hands may suggest defensiveness or hesitation. A flat hand on the table can convey a sense of authority or control, while a hand raised in a gesture of surrender indicates submission or apology. 

Mastering Your Own Nonverbal Communication for Effective Sales

Hand Gestures

- Maintain open palms to convey sincerity and honesty.

- Avoid closed hands, hands behind your back, or in your pockets, as they may be perceived as negative or threatening.

- Fidgeting typically indicates boredom; find ways to engage and captivate your audience.

Key Elements of a Successful Handshake

- Make eye contact to establish rapport and demonstrate attentiveness.

- Provide a natural smile to create a positive impression.

- Lean slightly forward to convey interest and engagement.

- Match the firmness of your grip with the other person’s to ensure a secure handshake.

- Allow a brief moment to gauge the other person’s intended grip strength.

- Release the handshake within 1-3 seconds.

Body Language Control

- Stand tall with an open and confident posture to project self-assurance.

- Use hand gestures to emphasize key points and keep your hands visible.

- Maintain eye contact to build rapport and demonstrate active listening.

- Avoid nervous habits such as fidgeting or playing with a pen, as they may convey uncertainty or distraction.

Overall Strategy

- Pay attention to both your own and your client’s nonverbal cues to interpret the situation effectively.

- By building trust and rapport through effective communication, you can increase your chances of making a successful sale.

- Staying conscious of body language is a valuable yet often overlooked sales skill.

Work begins on InView Sales Manager

InView Sales Manager will be an optional companion application for organizations that want ongoing access to the activities and efforts of their sales people in the field. InView Sales Manager will automate a process that will send reports on a salesperson’s activities, updates on the projects they are working on, as well as prospects in the works.

The target date for release is Sept. 1st  2025