Non-Verbal Selling using Body Language
Non-Verbal Communications and Body Language
With the amount of time and money that goes into exhibiting, you want to maximize every opportunity to attract prospects and increase sales. Every good salesman understands the importance of non-verbal communication through the form of body language.
Watch what you say subconsciously…with body language, 55% of your ability to communicate on the show floor is body language; 38% is voice; Only 7% is words used!
Each action has the potential to translate one or more particular emotions. Listed below are the most common forms of body language and how they can be portrayed by your prospects.
- Folded arms- Defensive, no compromise.
- Hands covering mouth-Insecure, not sure of what is being said
- Tugging at ear/nose/throat -Impatient, usually wants to interrupt other person.
- Fingers of both hands touching- Supremely confident.
- Tightly clenched hands- wringing hands, excessive perspiration, rocking/swaying Nervous to various degrees.
- Feet and/or body pointing toward exit -Ready to leave.
- Hands supporting head when leaning back – Thinking, unsure of ground, stalling.
- Hands to face – Evaluating, listening.
- Clenched hands and locked ankles – Nervous or upset.
- Legs comfortable and arms open -Interested and involved.
- Avoiding eye contact -Ill at ease, can be interpreted as dishonest.
Endeavour to be aware of what you are saying- with your words AND your body, and see the difference positive body language can make!
