Milanese Remodeling
by Mark Milanese
February 14th, 2017

Body Language for Sales Success

Several decades ago, an original “tin man” told me I must learn body language to be a successful salesperson. He taught me the basics of not only how to “read” body language, but also how to “speak” body language to improve my sales skills.

I learned that translating and speaking body language is as important — or even more important — than the verbal skills of a successful salesperson.

Now, I fluently speak and translate body language:

  • I make the conscious effort to control what my body language says to others, rather than allowing my subconscious to speak for me.
  • I constantly listen and translate the body language of others throughout the sales process to understand the emotions and feelings a prospect is telling me non-verbally.

All successful salespeople learn to speak and hear body language…

Learning how to speak and translate body language is as important as learning how to use the spoken word to communicate:

  • Translating the body language of potential clients gives us “insider information” to convert a prospect into a sale. That’s because the prospect will often tell us non-verbally with their body language what they are either unwilling or unable to tell us in their own spoken words.  When the prospect tells us non-verbally what they are thinking subconsciously, we must listen. If we refuse to listen to our prospect’s body language, we are less likely to convert the prospect into a sale. When we respond to both the spoken word and non-verbal cues, we can address the true concerns of a prospect and are more likely to experience a higher sales conversion rate.
  • When we learn how to speak body language instead of allowing our subconscious mind to do all of our non-verbal talking, we give our own body language a voice to communicate properly with our prospects. When we are unaware of our own body language, we are still speaking body language.  Unfortunately, we are telling our prospect whatever our subconscious mind wants to tell them. If our nonverbal body language conflicts in any way with our verbal message, we are not likely to convert the prospect into a sale.  When our non-verbal body language is in harmony with the verbal message we want to share with our prospect, we are more likely to experience a higher sales conversion rate.

By the way, learning to hear and speak body language can help the individual who desires to earn a living as a salesperson, but it’s also important to any personnel manager — or anyone who must understand or be understood by others.

So, unless you are stuck all by yourself on a desert island and never come into contact with other human beings, learning body language is important…

Just in case you still have doubts about how important body language is to the sales process, read my next blog post, “Scientific Proof — Body Language Exists.”

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