Have you ever been with a prospect and just felt like you weren’t connecting? Connecting with prospects and decoding body language in sales is a really high-level concept. Not many salespeople have it mastered.
In fact, most salespeople are completely oblivious to this entire dimension of selling and human interaction. If you’ve ever noticed that you weren’t connecting with some prospects, that’s actually a good thing: It means that you’re aware. The next step is to learn how to decode body language in sales so you can get the meeting back on track.
In this video, I’m going to show you exactly how to decode body language in sales. But before I get into it, I want to point out that the key to building any connection requires that you engage prospects in an actual conversation—one that they’re at least equally participating in.
After watching this video, you’ll know what to look for to make sure that you really have your prospects engaged. Lastly, remember that no two people are exactly alike—so don’t freak out if you notice some differences between prospects when it comes to body language in sales.
Check it out:
Body Language Video Summary:
Body Language in Sales Tip #1: Watch for eye contact.
Strong eye contact versus wandering eyes. When someone is truly engaged in a conversation they will be looking at you. What you want to avoid is their eyes wandering all over the room. This means that they’re not engaged with what you’re saying. As soon as you see this, you need to ask questions to pull them back into the conversation, to get them emotionally involved. Once you have that eye contact with them, you know you’re back on track.
Body Language in Sales Tip #2: Are they leaning in or leaning out?
Now, when we’re engaged in a conversation we’re naturally going to lean into the other person. It doesn’t have to be extreme. It can be really subtle. But on the other hand, if a person is leaning out and is pulling back, it’s a sign of discomfort in the conversation. Now in this case, what I want you to actually do if you see them leaning back, is start by mirror by also leaning back. Do the same thing and continue to engage them in the conversation through questions. Now if they continue to lean back throughout the conversation, you’re going to sense that you’re in a little bit of trouble. You need to get them eventually leaning forward. Again, it doesn’t have to be extreme but we don’t want them leaning way back. Now again, the easiest way to engage them is to suck them back into the conversation through questions.
Body Language in Sales Tip #3: Look for crossed arms.
Much like leaning back, arms crossed is a somewhat defensive posture. It shows hesitation and discomfort. Now, like with any of these body language gestures, don’t freak out. Instead, mirror them by also crossing your arms and getting them engaged in the conversation. Once you feel that they are engaged in the conversation, uncross your arms to see if they actually do the same. What’s amazing with human psychology is that when they’re really connected to you they’re actually going to naturally start matching you. By uncrossing your arms, they may also feel like, “Um, okay, I’ll uncross my arms”. The goal is to get them to physically open yup.
Body Language in Sales Tip #4: Be aware of fidgeting.
There is nothing more distracting or frustrating to me personally than talking to someone who is fidgeting. Especially in the modern world, there are so many things to fidget with. It’s not just pens and doodle pads just writing away, random pictures nowadays, cell phones are the ultimate fidget tool for the hyperactive person. If your prospect is really fidgeting, like always, don’t freak out. Just work to engage them into the conversation. Ask them those questions. You need to break their focus away from what they’re fidgeting on.
Here’s the key. If they start to get really bad, like literally checking messages while you’re talking, feel free to stop talking and ask if everything is okay. You need to set your boundaries for what you’ll accept. This literally means calling people to task when they’re physically on their phone and they’re not paying attention. Get them focused back onto you. By the way, if they say, “Oh, I actually have to go”, you know you’re in trouble anyways so you might as well make sure that they’re back and focused on you.
There is how to decode body language in sales. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.