The role that body language and tone plays in sales

Here are some helpful tips to help you manage your body language to help improve your overall sales performance.

Our body language often says more than the words coming out of our mouths. This is especially true when it comes to sales. When you are trying to sell a product or service to a potential buyer that customer self-consciously listens to your body language more than you might think. Therefore, it is important that you are presenting yourself in the best light possible.

Someone who has poor body language skills is less likely to make an impression and close a sale. However, learning how to incorporate body language techniques into your sales pitch can be very difficult.

Eye contact develops trust

As a sales person, it is important that you can develop trust with potential clients. Using your body language is a great way to help with this, which means resisting the urge to cast your eyes down and making an effort to partake in eye contact with the other person. Eye contact can make someone appear more trustworthy and honest. If you can’t keep eye contact for long, it gives the subtle impression that you have something to hide.

According to research, eye contact has the power to make people more resistant to persuasion. This is incredibly useful information from a sales person’s perspective, as making people believe what you are saying is an important part of the job.

Open assertion and sales

An open and welcoming posture will help close a sale. Asserting an open stature shows that you are confident, even when you don’t feel confident. Stand with your arms open and avoid folding them across your chest. Show that you are ready to listen to the other person and use clear and precise language to convey your thoughts confidently. Sales training from Salestrong specialises in the use of effective body language in sales, helping employees develop better communication skills and receive a higher closing rate.

Developing trust with a customer

Your body language can either make or break a sale. You don’t want to overdo it. Standing too close to the other person and invading their personal space is a huge mistake. Instead, take a step back and give them their space. You could also try using other techniques such as matching the other person’s body language in subtle ways to help develop an emotional bond.

Leaning towards the customer when you are talking to them shows that you are interested in what they have to say. Leaning in is far less intrusive than physically moving in, making it a more effective and acceptable body language technique to use in sales.

Make sure that the tone of your voice is also calm and confident. Speak clearly and try not to mumble your words. As a sales person, it is important that you convey your message clearly and with confidence. Keep these tips in mind during your next sales pitch and it won’t be long before you have closed the sale!

See also: How to maximise sales through the art of listening

Ben Lobel

Ben Lobel

Ben Lobel was the editor of from 2010 to 2018. He specialises in writing for start-up and scale-up companies in the areas of finance, marketing and HR.

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