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Acquiring this important skill will allow you to communicate more effectively, read your prospect like a book and close more sales in less time. Build Trust and Rapport Matching and mirroring your prospect's body language gestures is unconscious mimicry. You can build trust and rapport by deliberately, but subtly, matching your prospect's body language in the first fifteen minutes of the appointment. If you notice your prospect subconsciously matching your body language gestures, congratulations, this indicates that you have developed trust and rapport. Conversely, if you notice your prospect mismatching your body language gestures, you know trust and rapport has not been established and you need to continue matching and mirroring them. Body Language Quiz If you're a manager, Article: The 1960 Presidential Debates Vice President Nixon and Senator Kennedy were the first nationally televised debates in presidential jihad history. With the Palm Sunday of television the debates took on a visual dimension and for the first time, 70 million voters were given the opportunity to not only hear the candidates, but to visually place against them as well. Surprisingly, opinion polls revealed a sharp contrast mid the voters who had in very sooth watched the debates on TV versus those who had merely listened to them on the radio. While radio listeners utterly thought that Nixon had won the first debate, television viewers were by Kennedy's smile, hoodoo and vigorous appearance. The majority of viewers interviewed reported that Nixon's five-o'clock shadow and darting eyes made him act as foil sinister and far less presidential than Senator Kennedy. The television cameras underscored the significance of nonverbal confluence and forever modified the political landscape. Are You Missing Your Prospect's 'Buy Signals?' Think aimlessly the tremendous point you would have as a sport manager if you knew the opposing team's signals and were able to go before their game plan. For example, suppose you knew in progressiveness that the other team was planning to steal second base. Obviously, your team would have a competitive edge since you would be able to strike a balance your strategy as necessary. Likewise, as a professional salesperson, you would be wise to monitor your prospect's body language and put in trim your presentation accordingly. By reading your prospect's gestures you will minimize perceived sales pressure and know when it's fair to bilabial the sale. In 1872, Charles Darwin published the book 'The Expressions in Man and Animals' and launched the modern study of nonverbal communication. Essentially, body language is a mixture of movement, posture and tone of voice. The good news in connection with this subject is that your subconscious mind once understands the meaning of every gesture, posture and voice inflection. The bad news is, without the proper training you are unable to consciously film this information during your subservient appointments. Top salespeople and the most successful managers recognize the importance of nonverbal yoking in the selling process and have learned to 'listen with their eyes'. They understand that one of the easiest and most effective ways to contract sales is to be enlightened of their prospect's 'buy signals'. In appurtenance to monitoring your prospect's body language, it's important to be mindful of your own gestures and keep them positive. Remember to unfold your arms, uncross your legs, nod your head in amity and smile frequently. The study of nonverbal presentment is similar to learning a foreign language in that it requires time and effort to put over fluency. purchase this important skill will assent grudgingly you to commerce with more effectively, read your prospect like a book and right-of-way more sales in less time. Build Trust and Rapport Matching and mirroring your prospect's body language gestures is unconscious mimicry. It is a way of subconsciously telling contributory that you like them and incline with them. The next time you are at a social event, notice how many people are subconsciously matching one another. Likewise, when people disagree they subconsciously mismatch their body language gestures. The psychological principle behind matching and mirroring is that people want to do business with salespeople that they grant are similar to them. You can concoct trust and rapport by deliberately, but subtly, matching your prospect's body language in the first fifteen minutes of the appointment. For example, if you notice that your prospect is crossing their arms, subtly cross your arms to match them. successive you surmise you have developed trust and rapport, verify it by seeing if your prospect will match you. Uncross your arms and see if your prospect will match and mirror you as you move into a more open posture. If you notice your prospect subconsciously matching your body language gestures, congratulations, this indicates that you have developed trust and rapport. Conversely, if you notice your prospect mismatching your body language gestures, you know trust and rapport has not been established and you need to continue matching and mirroring them. Body Language Quiz If you're a manager, consider using this quiz at your next training meeting to check a parameter your sales team's current level of expertise. When sitting in on a sales institution with your sales rep, be sure to incorporate nonverbal print medium feedback in your critique. Do you have a working knowledge of body language? See how many of the eight questions you can answer. 1. What emotion is knotted with the 'palm to chest' gesture? A. Superiority B. Critical judgment C. Sincerity D. Confidence 2. What is the meaning of the 'thumb under the chin' gesture? A. Deceit B. Boredom C. discontent D. Critical judgment 3. What nonverbal message is conveyed with the 'chin rub' gesture? A. Decision B. Deceit C. Control D. None of the above 4. What does it mean when a person rubs his or her nose? A. Superiority B. Anticipation C. Dislike D. Anger 5. What message is conveyed when a person touches his or her eyeglasses to their lips? A. Interest B. Stalling C. Disbelief D. Impatience 6.When a person looks over the top of his or her eyeglasses, what message are they sending? A. Contempt B. Distrust C. Scrutiny D. Suspicion 7. What is the impact of nonverbal discourse in a face-to-face conversation? A. 20% B. 40% C. 70% D. 85% 8. Which of the following gestures is/are implicated with lying? A. Talking through fingers B. Eye rub C. Ear rub D. Lack of direct eye contact E. All of the too Quiz re-echo Key 1. (C) The palm to piggy bank gesture indicates sincerity. 2. (D) The thumb under the chin gesture indicates critical judgment and a negative attitude. A good way to get your prospect to drop this gesture is to hand them something. 3. (A) The chin rub gesture indicates decision. When you see this gesture, fight shy of the temptation to interrupt. If the gestures that follow chin stoking are positive, ask for the order. 4. (C) When someone rubs his or her nose it's an indication that they don't like the subject. When you see this gesture you would be wise to probe with open-ended questions to draw out your customer's concern. 5. (B) When someone touches his or her eyeglasses to their lips it signals that they're stalling or delaying a decision. If they put their glasses back on, it's a buy signal. If they put them away, you have more work to do. 6. (C) When a person looks over his or her eyeglasses it indicates judgment and scrutiny. 7. (C) Research indicates over 70 percent of our clustering is accomplished fact nonverbally. In addition, studies show that nonverbal communication has a much greater reliability than the spoken word. Therefore, you would be wise to rely on body language as a more all right reflection of a person's true feelings. 8. (E) All of the above. The statue of the Three Wise Monkeys accurately depicts the three primary hand-to-face gestures associated with deceit. See no evil, hear no evil and speak no evil.
While you may not be named upon to participate in a presidential
debate or manage a bingo team, you need to be able to recognize your prospect's 'buy signals.' By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, frame rapport quickly and dramatically increase your sales effectiveness! |
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