Body Language in Selling

Quote:

Originally Posted by Gary Boye

For instance, it's popularly discussed that a person folding their arms as you converse with them is shutting you out.

It's a common mistake to believe that a single cue such as "folded arms" is representative of an "attitude", or as you say "intention", across the board. This is no more the case than "No" always meaning "No."

Quote:

Originally Posted by Bulldog

It's a common mistake to believe that a single cue such as "folded arms" is representative of an "attitude", or as you say "intention", across the board. This is no more the case than "No" always meaning "No."

There are a lot of common mistakes that are popularly discussed, Bulldog. I think it's a common mistake to put too much emphasis on the importance of body language in selling. But that's just my opinion. There are intelligent people on this thread who disagree with me. I'm anxious to hear their thoughts as well as examples of applications.

But aside from that, give us something creative rather than just reactive again. If you prefer a body signal more to your liking that would imply disinterest, what would you do specifically to counteract the prospect's implied disinterest that would be any different than what you would do if the prospect revealed disinterest through dialog?

Quote:

Originally Posted by Gary Boye

But aside from that, give us something creative rather than just reactive again.

"reactive"... that's an interesting viewpoint.

Quote:

Originally Posted by Gary Boye

... what would you do specifically to counteract the prospect's implied disinterest that would be any different than what you would do if the prospect revealed disinterest through dialog?

I would do nothing different than had the prospect voiced his/her feelings. The information serves to "enhance" the communication by providing a richer representation.

Your question prompts my curiosity... what purpose do you think body language serves?

That seems reasonable.

I don't know if there is a purpose to unconscious mannerisms and behavior and I believe for the most part that what we're calling "body language" is in that category.

However, if you are referring to the observance of body language, and it's purpose for the observer, I'm obviously not inclined to place the value on it that others do on this thread. Certainly your reply about enhancing the communication is valid. But not everybody goes there. I'm sure I value some elements of communication that others would not value.

Selling is like martial arts. There is no one best system. I think it's important to know other systems and viewpoints as well as our own. But it's even more important to master our own system first.

Quote:

Originally Posted by Gary Boye

Selling is like martial arts. There is no one best system. I think it's important to know other systems and viewpoints as well as our own. But it's even more important to master our own system first.

I couldn't agree more.

When I talk with a client, I make sure that I pay attention to their body language. I don't think its an "exact" science, but it allows me to dynamically change my sales strategy if needed to, and it also makes me aware of my own body language, and use it to counter theirs.

Interesting discussion... I'm glad I asked.

wel when you look strainge into other's eyes, it's impolite. But if you don't, who art you dealing with?

Quote:

Originally Posted by nhocaokeu

wel when you look strainge into other's eyes, it's impolite. But if you don't, who art you dealing with?

Look strainge?

Quote:

Originally Posted by nhocaokeu

wel when you look strainge into other's eyes, it's impolite. But if you don't, who art you dealing with?

Did you mean look "straight" into other's eyes? In some cultures that is a possibility. In the United States it's not impolite to look someone in the eyes but it is impolite to stare.

Body Language in Selling

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