As a professional salesperson you must continuously monitor your prospect's body language and adjust your presentation accordingly. Think about tremendous advantage you would have as a baseball manager if you knew meaning of opposing teams signals. For example, suppose you knew in advance that other team was planning to steal second base. You would have a distinct edge because you would be able to adjust your strategy accordingly. Are you missing your prospect's signals? By understanding your prospect's body language gestures you will minimize perceived sales pressure and know when it is appropriate to close sale.

Several years ago I read an interesting article about a body language experiment conducted with college students. The researchers divided students into two groups. The first group of students was asked to maintain an open body posture during class lecture. They were instructed to keep their heads up, both feet on floor and their arms unfolded. The second group of students, attending same class, was instructed to use closed body posture by crossing their legs and folding their arms during lecture. At conclusion of lecture both groups were interviewed and tested. Those students that were asked to maintain a closed body posture scored 38% less in their retention of information and, of equal significance, they had a more critical opinion of both material and professor. As a professional speaker, I share a similar challenge with college professor. As I begin my presentation, I can anticipate that a significant number of audience will initially display closed body posture. They will have their legs crossed, their arms folded and their heads down. I know that if I am to be effective my primary task is to connect with audience and get them to adjust their body language into a more receptive posture before real learning can begin.

Here are some important body language gestures you need to become familiar with:

Body Postures: There are two basic categories of body postures; Open/Closed and Forward/Back. In an open and receptive body posture, people have their arms unfolded, legs uncrossed, and their palms exposed. In a closed body posture, arms are folded, legs are crossed and their body is usually turned away.

· Leaning Back and Closed: Indicates a lack of interest.

· Leaning Back and Open: Indicates contemplation and cautious interest.

· Leaning Forward and Closed: Indicates potential aggressive behavior.

1. SUB-DIVIDE YOUR MARKET

Prospective customers are more likely to buy your product or service when they believe you understand their needs. Give them what they want and you'll get more sales.

Segment your targeted market into several more narrowly defined sub-markets. Then customize your sales message to appeal to specific needs of prospects in each sub-market.

For example, a network marketer can focus on advantages of working from home on your own schedule when promoting business to young mothers. But she can focus on advantages of independence and high-income potential when promoting business to corporate employees.

2. HIGHLIGHT AN EXCLUSIVE BENEFIT

Another way to increase your sales is to capture more of sales you're losing to competitors. Tell prospective customers why they should buy from you instead of from your competition.

Highlight a benefit your customers get from you but cannot get from your competitors. Here are some exclusive benefits with examples of how you can dramatize them.

** Faster Service: "Free overnight delivery of every order"

** Better Guarantee: "Exactly what you want, when you want it, every time -- or it's free"

** Personal Service: "Your own service representative with a real name and phone number you can call anytime"