Body Language in Selling

How much importance do you place on body language? I'm referring to everything from tone of voice to eye movements and posture.

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Originally Posted by Jackie

How much importance do you place on body language? I'm referring to everything from tone of voice to eye movements and posture.

I find I can't help but try to read into it, and of course I've heard all about how tell-tale it is, but frankly I don't find it to be that strong of an indicator. I've had people who's body language and tone seem so positive that I actually can't WAIT to get to the close, only to be surprised when they don't buy, and I've had the reverse, as well. I've had some reals "blanks" who appeared to be completely indifferent pull out their checkbook without a single objection!

I find it interesting how so many people are all so different--like snowflakes.

Quote:

Originally Posted by Jackie

How much importance do you place on body language? I'm referring to everything from tone of voice to eye movements and posture.

With regard to what? Are you talking about the prospect's "body language" or the sellers? Are you asking about reading a a person's body language to determine your chances of making a sale? Or are you discussing certain mannerisms by the salesperson that would enhance the possibility of a sale?

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Originally Posted by Gary Boye

With regard to what? Are you talking about the prospect's "body language" or the sellers? Are you asking about reading a a person's body language to determine your chances of making a sale? Or are you discussing certain mannerisms by the salesperson that would enhance the possibility of a sale?

I was referring to reading the propect's body language in an effort to add another aspect to the communication.

Quote:

Originally Posted by Jackie

How much importance do you place on body language? I'm referring to everything from tone of voice to eye movements and posture.

I realize a lot of books talk about this but I'm not quite sure how well this concept works in the field for the general salesperson.

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Originally Posted by Jackie

I was referring to reading the propect's body language in an effort to add another aspect to the communication.

I believe it's very overrated as an indicator of intentions.

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Originally Posted by Jackie

I was referring to reading the propect's body language in an effort to add another aspect to the communication.

I believe you will find that a large number of top producing salespeople read body language quite well.

IMO, this is an important communication skill that is usually developed through experience.

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Originally Posted by MagicMan

I believe you will find that a large number of top producing salespeople read body language quite well.

I can agree with and relate to this statement.

I once read something to the likes of: "Just because your radio commercial didn't work doesn't mean radio commercials don't work". By the same token, if reading body language doesn't work for you then it's probably "you."

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Originally Posted by Bulldog

I once read something to the likes of: "Just because your radio commercial didn't work doesn't mean radio commercials don't work". By the same token, if reading body language doesn't work for you then it's probably "you."

There is a significant different between reading body language (an instinctive ability) and relying on body language as an indicator of intentions. I would bet that everyone here has a radio that works, and, natural human awareness.

For instance, it's popularly discussed that a person folding their arms as you converse with them is shutting you out. Can you explain how "reading" that "works" for you? What would you do specifically to counteract the prospect's implied disinterest that would be any different than what you or I would do if the prospect revealed disinterest through dialog?

Body Language in Selling

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