How Body Language and Non-Verbal Cues Affect Sales

How you deliver your pitch may be even more important than the message itself. Body language and nonverbal cues, such as facial expressions, eye contact and tone of voice, often speak louder than words.

When selling TVC products and recruiting for your team, you can use body language to your advantage to build rapport and gain trust. Try these seven non-verbal cues to help you clench the next sale.

1. Stand tall

Stand up straight with your shoulders back and relaxed to avoid looking tense. Poor posture may indicate you’re bored or uninterested.

2. Stay engaged

Maintain good eye contact with the person you’re speaking to. Hold the other person’s gaze for a few seconds at a time to show you’re listening and engaged.

3. Use mirroring

Subtly mirroring the body language of the person you’re talking to can make him or her feel more at ease and help you build rapport. If they smile and nod during the conversation, do the same. Match their gestures and posture, but be subtle to avoid drawing too much attention or insulting a customer.

4. Be open

The way you hold your arms can indicate how open or closed you are. Crossing your arms can make you seem closed off or defensive. Placing your hands on your hips can cause you to come off as too aggressive. Keep your arms relaxed at your side and focus on the customer.

5. Have a firm shake

Your handshake can say a lot about you. If you apply too much pressure, you might be perceived as aggressive and domineering. However, weak handshakes can make you seem like you lack self-confidence. Aim to mirror the other person’s handshake, so you’re both on the same page.

6. Hands off

Avoid touching your face. Covering your mouth, scratching your nose or touching other parts of your face is an indication a person is lying. Don’t give anyone a reason to think you’re anything other than honest.

7. Be perceptive

Match the speed of others who are speaking in the room. Talking too fast may give the impression you’re nervous or rushed and may cause the other person to feel pressured. If you speak too slow, the person may think you’re talking down to them. Match their speed and be sure to nod to cue your listening.

Whether you are making your first sale or have years of experience, positive body language can help reinforce your confidence, knowledge and professionalism. Practice your selling techniques with these tips in mind, and test out new ways to engage your customers using nonverbal cues!