Body language is fascinating. People little recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye.
I can recall coming home from coach as a child after having a tough day and seeing my titanic. At once she would look at me and ask what is a matter. I know for a reality the majority of the time, I would answer “ naught. ” However, her moan exploration would today make me think that I had a negative philosophy.
In sales, it is exorbitantly important to read body language. There are four major areas of body language you need to study.
1. Eye Contact and Brow Movement
2. Facial Gestures
3. Torso and Arm Behavior
4. Leg Bustle
Eye Contact and Brow Movement
Let’ s look at Eye Contact and Brow Movement closely. No pun intended of course. While in a seminar a few weeks ago, a participant asked me a debate whammy a point I made. After I answered her, I asked the clarifying question, “ Does that answer your interrogation? ” She answered me with a stuttering “ Just so, ” however, as she answered me her brows were scrunched together demonstrating negative energy. She also glanced away several times rapidly. By beholding her gestures it was self-evident she did not note me.
Now let’ s take a look at positive and negative indicators:
Positive Behaviors
? nbsp; Direct Eye Contact – Enticed, likes you
? nbsp; Smiling Eyes – Is well-heeled
? nbsp; Relaxed Brow – Again in clover
Negative Behaviors
? nbsp; Limited or No Eye Contact – Lying, uninterested, too confined, irritating, distraction
? nbsp; Tension in Brow – Confusion, tension, fear
There may be several reasons why someone is unable to influence eye contact. Now, I’ m not language about staring at someone either. Ear when you are interested how much eye contact you give and why you look away. It can smartly be that you are distracted for exemplar a bird flies by and catches your eye. When people are not able to tell you their honest feelings they most usually cannot retention eye contact. Heavier motive for loosing someone’ s eye contact is when you step into someone’ s personal space ( and each of us have a different size boundary ); their natural sign is to look away. Check it out for yourself. Test some people ( make forceful you know them fairly well, you don’ t want to get bopped on the head for invading personal space ): saunter toward your ally and inspect how close you can get before their eyes dart away. Also note that the same person has different boundaries for different people, and so the tighter your friendship recurrently the closer you are able to get.
You have it in you to recognize these signs easily.
Facial Gestures
Facial Gestures are the second part of body language to read. The most important part of facial gestures is the entry. Upward turns in the corner of the aperture are recurrently positive signs and downward turns or flat commodities establish negative behavior. Observe the person’ s lips to peek if they are pressed together or relaxed and filthy rich. Do they showing signs of happiness or signs of discontentment?
The most important thing to ken about reading facial behavior is that we all have the ability. Most people however never pament close attention to human tendencies and activities. Success in sales requires you to recognize human behavior.
Arm and Torso Movements
The query important factor in reading human body language is guard arm and torso movements. Simple rule to revive is: “ Closed - off posture oftentimes means close - minded standpoint and open posture means exactly what the name eludes, open or avid predilection. ” I know you are thinking, “ Okay, Mr. Master now that you have told me the perceptible what does that scrimpy? ”
Closed - Off Posture
? nbsp; Shoulders stooped forward – at sea moment or feel inferior
? nbsp; Rigid Body Posture – anxious, neurotic
? nbsp; Crossed arms – can be just cold or protecting the body
? nbsp; Tapping Fingers – agitated, anxious, bored
? nbsp; Fidgeting with hands or objects ( i. e., pen ) – bored or has something to say
When these signs rise, don’ t take keenness on yourself or them it’ s neatly time to take a break and beam what that person is thinking.
Unlocked Posture
? nbsp; Bent forward – enticed
? nbsp; Fingers Interlocked placed behind the head kick-off elbows open and armpits exposed – very open to ideas, opulent
?
nbsp; Mirroring you – likes you and wants to be welcoming
? nbsp; Still – more involved in what you are saying than body
Leg Exertion
The fourth factor to discern is leg movement. Again this is numerous area, which is relatively easy to flash on once you know what to overseer. Ofttimes negative behavior is practical through high-strung leg movements. There is no direct communication between crossed and uncrossed legs. However, if you mark a person has their legs crossed and one of them is bouncing on the other, it probably is anxiety.
Leg activity needs to be empitic simultaneously with arm position. If you mark a person is bouncing their legs and their arms are crossed over or their torso is slumped over the buyer most likely is closed - off.
Your success depends upon how well you can modify your personal behavior to tailor to situations. And check in with them, STOP utterance and ask them what they think.
If you attention a person is closed - down you need to seat on one thing. What do you need to do to increase the person’ s comfort ground?
The easiest way to increase a person’ s comfort when they are closed - off is to first appropriate mirroring.
Mirroring is a technique by which you recognize a person’ s behavior and then in a subtle way act the same way they are stagecraft. If their arms are crossed over you should sit back relax a little, and then set about to cross your arms.
A psychologist performed a study on mirroring. Two different teachers quiet the students a process. One used mirroring the other did not. It was appealing that the mentor using mirroring techniques was believed to be much more successful, neighborly, and shapely by the students.
So as you look to the budgeted it is going to have need that you practice, practice, practice observing people. Recollect, reading body language needs to be done carefully. Peculiar said communication, body language can be rather steal.
You just now have the counted on skills to learn the art of reading body language. Now you must become more versed of the subtle signs your prospects and clients give off.
When you regard positive body language keep on pathway and deed in the command of closure. If negative signs are being sent to you, step back and redefine your straight internally and externally.
To create more positive energy continually bear down ideas and validate understanding. Review what you discussed with your prospect and validate it by appeal clarifying questions. For instance:
Seller: Mrs. Jones we have discussed a divergency things related to project implementation and pricing structures. We will initiate the project on Dec. 1 and it will run for 16 consecutive weeks concluding on Footslog 31. There are 7 consultants inevitable to be on the project alternating with three people available full - time. The estimated header is $98, 235. 00. Does this make sense to you?
Buyer: Good it does!
( Catch body language. Don’ t just assume whereas the person vocal ‘ yes’ it means ‘ yes’. You have to timepiece their eye contact, facial gestures for positive signs, torso and arms to make convinced they are unlatched, and after all if they have any noticeable waspish behaviors in their legs or feet. If you determine quickly this is a sincere yep, suggestion an convenience for questions. If there is any query in your mind inscription it now before moving forward. Let’ s take a look at both ideas. )
Noticeable Suspect:
Seller: Mrs. Jones I observance there may be a few things your not clear on, what issues do I need to construe further?
Think me in most cases when you discover body language and see it with true compassion and long to learn, your intuition won’ t serve you sophistical. The client or prospect will have some issues, and they will appreciate you recognizing them. Learning how to define issues early on in a relationship forges a happy road to success. Once the person starts to unbarred up to you with concerns resolve those concerns this day.
Buyer: Well there is a few things regarding…
Seller: ( answer all questions and clear up query ).
Decisive All right or After You Clear Up Question:
Seller: Mrs. Jones, I’ d like to open this discussion - up to any questions you may have slant the finalization of this project.
It is exorbitantly important you stop when you ajar the pave up to the odd. Any more words out of your jaws will infect the discussion. The power of your questions is not only in the proper delivery of the issue, but how well can you shut - up after you ask it.
Mind reading body language is a matter of crowned attention.
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