Body Language - How to Read Your Prospect Like a Book

Written by John Boe

Are you aware that your body language reveals your deepest feelings and hidden thoughts to total strangers? It might surprise you to know research indicates that over 65% of our communication is done nonverbally. In fact, studies show that nonverbal communication has a much greater impact and reliability thanrepparttar spoken word. Therefore, if your prospect's words are incongruent with their body language gestures, you would be wise to rely on their body language as a more accurate reflection of their true feelings. Body language is a complex mixture of movement, posture, and tone of voice. The good news about this subject is that your subconscious mind already understandsrepparttar 127389 meaning of every gesture, posture and voice inflection. The bad news is withoutrepparttar 127390 proper training you are unable to consciously apply this information. Developing a working understanding of body language is similar to learning a foreign language; it requires time and effort to achieve mastery.

As a professional salesperson you must continuously monitor your prospect's body language and adjust your presentation accordingly. Think aboutrepparttar 127391 tremendous advantage you would have as a baseball manager if you knewrepparttar 127392 meaning ofrepparttar 127393 opposing teams signals. For example, suppose you knew in advance thatrepparttar 127394 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 closerepparttar 127395 sale.

Several years ago I read an interesting article about a body language experiment conducted with college students. The researchers dividedrepparttar 127396 students into two groups. The first group of students was asked to maintain an open body posture duringrepparttar 127397 class lecture. They were instructed to keep their heads up, both feet onrepparttar 127398 floor and their arms unfolded. The second group of students, attendingrepparttar 127399 same class, was instructed to use closed body posture by crossing their legs and folding their arms duringrepparttar 127400 lecture. Atrepparttar 127401 conclusion ofrepparttar 127402 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 bothrepparttar 127403 material andrepparttar 127404 professor. As a professional speaker, I share a similar challenge withrepparttar 127405 college professor. As I begin my presentation, I can anticipate that a significant number ofrepparttar 127406 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 withrepparttar 127407 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.

Leaning Forward and Open: Indicates interest and agreement. If appropriate, this would be a good time to ask forrepparttar 127408 order.


Written by Bob Leduc

Most successful businesses use these 3 marketing tactics to maximize their sales results. But many businesses struggle to get enough sales because they don't know about these tactics -- or don't use them. Are you one of them?


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 torepparttar specific needs of prospects in each sub-market.

For example, a network marketer can focus onrepparttar 127388 advantages of working from home on your own schedule when promoting repparttar 127389 business to young mothers. But she can focus onrepparttar 127390 advantages of independence and high-income potential when promotingrepparttar 127391 business to corporate employees.


Another way to increase your sales is to capture more of repparttar 127392 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"

If you don't have an exclusive benefit, create one. Add something to your business you're not already doing. Promote it in all your advertising. Include it on your letterhead, on your web site and anywhere else your company name appears.

Cont'd on page 2 ==> © 2005
Terms of Use