BRX Pro Tip: Body Language Cues to Help You in Sales
Stone Payton: Welcome back to Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, I pay a great deal of attention to body language when I’m in the studio. How do you feel some of that might translate to a selling environment?
Lee Kantor: I think using body language cues is super important when it comes to selling and communicating in general, because you’re listening with your ears, you’re watching with your eyes, and if you’re selling, a lot of times you get bogged down with your own mouth and what you’re saying, and you’re not using your eyes or your ears to pay attention to kind of subtle cues that your prospect is telling you.
Lee Kantor: And if you pay attention to some of these subtle body language cues, you can really gauge their interest or their hesitation when it comes to selling. One of those cues are leaning forward. If your prospect is leaning forward towards you, this is indicating, obviously, some sort of engagement and some interest. If their arms are crossed, that is a signal of discomfort in some manner, maybe defensiveness. And it’s probably a good idea to address this in some manner, like by saying something like, did I say something that concerns you? Address it. Don’t ignore it.
Lee Kantor: Number three, fidgeting. If your prospect is looking at their watch or looking out the window or looking at their phone, this could be anxiety, but it could also be boredom. You might want to adjust your approach to reengage them. But these are just three examples. There’s a lot more obvious examples of body language cues, but these are three pretty common ones.
Lee Kantor: But by paying attention to these subtle signals, a sales pro or sales professional can elevate their interactions and achieve greater success in closing deals. Because, in essence, you’re becoming more empathetic and you’re becoming a better listener, and you’re listening with your eyes, not just your ears.
