This document discusses body language and its importance in communication. Body language includes facial expressions, gestures, posture, and spatial positioning. Research shows that over half of communication comes from body language rather than words. As salespeople rely on communication, it is important to be aware of one's own body language and how to use positive body language like making eye contact and open arm positions. The document provides tips for practicing good body language like mirroring others and getting feedback from colleagues.

1. Better body
language

2. What is body language?
Any in-person communication
that is non-verbal
• Facial expressions
• Eye movements
• Gesticulations
• Body posture
• Position to other bodies & objects

3. Body language grammar
• Illustrators
• Regulators
• Barriers
• Adaptors

4. Why is it important?

5. Give me some stats!
According to Professor Albert
Mehrabian, communication is:
• 7% words
• 38% paralinguistic or tonal
• 55% body language

6. We are communicators!
• As salespeople, we rely on our
communication to succeed.
• We need to be experts in
body language.

7. Better body language tips
1. Practice positive body language
• Eye contact
• Arm movement
• Positioning
• Facial expressions
2. Mirror and synchronise
3. Listen, watch and react
4. Beware of body language assumptions
5. Ask a colleague to critique you during a meeting

8. The most important thing
in communication is
hearing what isn't said.
– Peter F. Drucker