Body language


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Body language

  1. 1. Body Language &Selling<br />Sales Meeting<br />March 30, 2011<br />“The most important thing in communication is to hear what isn't being said.”<br />Peter F. Drucker<br />
  2. 2. VIDEO<br />Body Language That Gets Results<br />Featuring Joe Navarro and Jeff Glor<br />
  3. 3. Five primary functions of nonverbal communication:<br />Express emotions<br />Express interpersonal attitudes<br />To accompany speech in managing the cues of interaction between speakers and listeners<br />Self-presentation of one’s personality<br />Rituals (greetings)<br />
  4. 4. Why is it important?<br />Positive Body language can support your words<br />Your body language/your demeanor, impacts your successat:<br />Conferences<br />Listing Appointments<br />Meetings<br />Trade shows, etc.<br />Attract the people you want to do with business with <br />The success of any encounter begins the moment someone lays eyes on you. <br />One of the first things they notice about you is your aura<br />You create it, and you are responsible for what it says about you and whom it attracts. <br />Body language conveys more than half of any message in any face-to-face encounter<br />You may be turning people away without even being aware of it.<br />
  5. 5. Statistics<br />Studies show that your words account for only 7% of the message you convey. <br />The remaining 93% is non-verbal. <br />55% of communication is based on what people see and the other 38% is transmitted through tone of voice. <br />In the business setting, people can see what you are not saying. <br />If your body language doesn’t match your words, you are wasting your time. <br />Maintain eye contact about 60% of the time in order to look interested, but not aggressive. <br />
  6. 6. Persuasion<br />We persuade ourselves by the body language we are using. <br />If you can get a person to change their body they will also change their mind. <br />Example: Giving a person who is displaying closed body language something to hold or getting them to walk; forcing them to open their stance.<br />
  7. 7. Posture<br />Do you walk and stand with confidence like your mother taught you? <br />Stomach in <br />Chest out <br />Shoulders back <br />Head up <br />Or do you slouch?<br />Shoulders drooping<br />Head forward <br />Stomach protruding<br />
  8. 8. Posture<br />Command respect by standing tall and claiming the space to which you are entitled!<br />When you slump in your chair or lean on the wall, you look tired. <br />No one wants to do business with someone who has no energy!<br />You also tell people through your posture if you are want others to approach you. <br />2 People Talking:<br />Feet in Rectangle vs Feet in Open Triangle<br />
  9. 9. Mirroring<br />Always be alert to the signs the client is exhibiting. <br />Technique by which you observe a person’s behavior, and then in a subtle way act the same way they are acting. <br />If their arms are crossed over you should sit back relax a little, and then begin to cross your arms.<br />It works both ways:<br />When the client mimics your gestures, it shows they are receptive to your ideas and open.<br />If this is the case close the sale! This point is crucial as you can make or break the sale. <br />Reflect the customer's languageMake customers feel more comfortable at first by matching their body language. For example:<br />If the customer's body language is very open, match it.<br />If it is reserved or nervous, tone down your enthusiasm a bit to make the customer more comfortable.<br />If the customer prefers to maintain some distance, avoid moving too closely.<br />If the customer moves slowly and makes few gestures, avoid extensive gesturing and quick movements. <br />
  10. 10. Face and Head<br />Eye Contact<br />When: As soon as you engage someone in conversation<br />Maintain as saying goodbye<br />Where: “inverted triangle” base just above your eyes, other two sides descend and come to point between nose and lips. That's the area to "look at" during business conversations.<br />How Long: 80 - 90 percent of the time<br />Less: Boredom, Lack of Confidence<br />More: Aggressive, too direct<br />Eye Movements : <br />If a person keeps on shifting gaze or blinks too much, he/she may be taken as deceiving.<br />A pull on eyebrows towards the center is indicative of annoyance which need be avoided in all business transactions. <br />Keeping your head straight: Appear self-assured and authoritative. <br />People will take you seriously. <br />Tilt head to one side:<br />Come across as friendly and open.<br />Head Position: Bending forward, straight up, and bending backwards. <br />These positions make the face positions:<br />Lowered<br />Vertical and raised, which respectively indicate the person to be humble or in thinking gear, <br />Normal attentive, <br />High-alert or high-level of confidence.<br />
  11. 11. Smile!<br />About 80 facial muscles get involved in forming over 50 types of smiles on the face. <br />Vary from absolutely fake to absolutely true. <br />A true smile is always momentary and keeps on varying from a small facial movement to a broad open expression<br />Steadiness of it for long duration is an indication of it being fake. <br />
  12. 12. Arms<br />Arms: Suggest how receptive you are:<br />Crossed or folded over your chest: Have shut other people out and have no interest in them or what they are saying, “I don’t agree with you.” <br />Waving them about: May show enthusiasm, uncertainty or immaturity. <br />The best place for your arms is by your side. <br />If this is hard for you, do what you always do when you want to get better at something—practice. After a while, it will feel natural.<br />Fingers:<br />Composed with each other = self-confidence<br />Raising the pointer finger = dictatorial attitude, aggressive behavior<br />
  13. 13. Hands<br />Hands: Your hands need to be seen! <br />Keep them out of your pockets<br />Resist the urge to put them under the table or behind your back. <br />Open and Up is best for selling situations<br />Having your hands anywhere above the neck, is unprofessional<br />Hand Movements: Remain beyond conscious control, more reliable indicators of intentions <br />Closing of hand together indicates a calm receptivity of the person<br />Support chin over fist = geared to think, receptivity goes down momentarily<br />If the person is playing with or touching things around, he/she is not interested in the conversation<br />Quick changes in positions of hands = bored, wishes to avoid further conversation<br />
  14. 14. Legs and Feet<br />A lot of movement =nervousness. <br />How and where you cross them tells others how you feel. <br />Professional: feet flat on the floor or legs crossed at the ankles. <br />Least professional: Resting one leg or ankle on top of your other knee. <br />“Figure Four”: It can make you look arrogant <br />
  15. 15. Message Clusters: <br />Aggressive: Showing physical threat. <br />Attentive: Showing real interest. <br />Bored: Just not being interested. <br />Closed: Many reasons are closed. <br />Deceptive: Seeking to cover up lying or other deception. <br />Defensive: Protecting self from attack. <br />Dominant: Dominating others. <br />Emotional: Identifying feelings. <br />Evaluating: Judging and deciding about something. <br />Open: Many reasons for being open. <br />Power: Demonstrating one's power. <br />Ready: Wanting to act and waiting for the trigger. <br />Relaxed: Comfortable and unstressed. <br />Submissive: Showing you are prepared to give in.<br />Signals and postures, depending on the internal emotions and mental states.  Recognizing a whole cluster is thus far more reliable than trying to interpret individual elements<br />Core patterns: A number of core patterns can be identified that include clusters of body movements:<br />Crossing<br />Expanding<br />Moving away<br />Moving forward<br />Opening<br />Preening<br />Repeating<br />Shaping<br />Striking<br />Touching <br />
  16. 16. Distance<br />Standing too close or “in someone’s face” = pushy. <br />Too far away = standoffish. <br />Do what makes the other person feel comfortable. <br />If the person with whom you are speaking keeps backing away from you, stop. Either that person needs space or you need a breath mint. <br />
  17. 17. Transitions<br />Transitions Count More Than Positions<br />Individual body positions or movements are frequently meaningless. <br />If a person spends the entire meeting leaning forward, that may be just comfort. <br />But, starts out leaning back and gradually moves forward as the meeting progresses, that's non-verbal communication.<br />
  18. 18. Problem with Body Language<br />May not convey what you really feel. <br />You always sit with your arms crossed<br />Slouching because you're tired, but people read it as you're not interested.<br />Some people's faces form a smile or a frown more naturally than a neutral expression.<br />Some people lean on their hand all the time. <br />
  19. 19. Be Aware<br />Do not judge a person solely by their body language.<br />Don't isolate yourself by constantly examining body language when interacting with people. (Paralysis by analysis)<br />Do not spend too much time looking at the other person's body language. <br />Try to look at their face while you are talking to them.<br />
  20. 20. Government and the Housing Market<br />Required 20% Down: April 2011<br />30 Year Fixed Rate– Is it time to phase it out?<br />
  21. 21. VIDEO<br />Boehner: Governement “needs” <br />to get out of housing market<br />House Speaker John Boehner discusses the possibility that Washington will wind down government-sponsored mortgage giants Fannie Mae and Freddie Mac<br />
  22. 22. What do you think about…<br />Sales Meetings Starting @ 8am?<br />
  23. 23. Questions/Comments<br />