body language
TRANSCRIPT
![Page 1: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/1.jpg)
Body Language & SellingSales Meeting
March 30, 2011
“The most important thing in communication is to hear what isn't being said.”Peter F. Drucker
![Page 2: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/2.jpg)
VIDEO
Body Language That Gets ResultsFeaturing Joe Navarro and Jeff Glor
![Page 3: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/3.jpg)
Five primary functions of nonverbal communication:
1. Express emotions2. Express interpersonal attitudes3. To accompany speech in managing the cues
of interaction between speakers and listeners4. Self-presentation of one’s personality5. Rituals (greetings)
![Page 4: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/4.jpg)
Why is it important?• Positive Body language can support your words• Your body language/your demeanor, impacts your success at:
– Conferences– Listing Appointments– Meetings– Trade shows, etc.
• Attract the people you want to do with business with • The success of any encounter begins the moment someone lays eyes on you.
– One of the first things they notice about you is your aura– You create it, and you are responsible for what it says about you and whom it
attracts. • Body language conveys more than half of any message in any face-to-face
encounter• You may be turning people away without even being aware of it.
![Page 5: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/5.jpg)
Statistics
• Studies show that your words account for only 7% of the message you convey.
• The remaining 93% is non-verbal. • 55% of communication is based on what people see and the
other 38% is transmitted through tone of voice. • In the business setting, people can see what you are not
saying. • If your body language doesn’t match your words, you are
wasting your time. • Maintain eye contact about 60% of the time in order to look
interested, but not aggressive.
![Page 6: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/6.jpg)
Persuasion
• We persuade ourselves by the body language we are using.
• If you can get a person to change their body they will also change their mind. – Example: Giving a person who is displaying closed
body language something to hold or getting them to walk; forcing them to open their stance.
![Page 7: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/7.jpg)
Posture
• Do you walk and stand with confidence like your mother taught you? – Stomach in – Chest out – Shoulders back – Head up
• Or do you slouch?– Shoulders drooping– Head forward – Stomach protruding
![Page 8: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/8.jpg)
Posture• Command respect by standing
tall and claiming the space to which you are entitled!
• When you slump in your chair or lean on the wall, you look tired. – No one wants to do business
with someone who has no energy!
• You also tell people through your posture if you are want others to approach you. – 2 People Talking:
• Feet in Rectangle vs Feet in Open Triangle
![Page 9: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/9.jpg)
Mirroring• Always be alert to the signs the
client is exhibiting. • Technique by which you observe a
person’s behavior, and then in a subtle way act the same way they are acting. – If their arms are crossed over you
should sit back relax a little, and then begin to cross your arms.
• It works both ways:– When the client mimics your
gestures, it shows they are receptive to your ideas and open.
– If this is the case close the sale! This point is crucial as you can make or break the sale.
• Reflect the customer's languageMake customers feel more comfortable at first by matching their body language. For example:– If the customer's body language is
very open, match it.– If it is reserved or nervous, tone
down your enthusiasm a bit to make the customer more comfortable.
– If the customer prefers to maintain some distance, avoid moving too closely.
– If the customer moves slowly and makes few gestures, avoid extensive gesturing and quick movements.
![Page 10: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/10.jpg)
Face and Head• Eye Contact
– When: As soon as you engage someone in conversation• Maintain as saying goodbye
– Where: “inverted triangle” base just above your eyes, other two sides descend and come to point between nose and lips. That's the area to "look at" during business conversations.
– How Long: 80 - 90 percent of the time• Less: Boredom, Lack of Confidence• More: Aggressive, too direct
• Eye Movements : – If a person keeps on shifting gaze or blinks
too much, he/she may be taken as deceiving.
– A pull on eyebrows towards the center is indicative of annoyance which need be avoided in all business transactions.
• Keeping your head straight: Appear self-assured and authoritative. – People will take you seriously.
• Tilt head to one side:– Come across as friendly and open.
• Head Position: Bending forward, straight up, and bending backwards.
• These positions make the face positions:– Lowered– Vertical and raised, which
respectively indicate the person to be humble or in thinking gear,
– Normal attentive, – High-alert or high-level of
confidence.
![Page 11: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/11.jpg)
Smile!
• About 80 facial muscles get involved in forming over 50 types of smiles on the face.
• Vary from absolutely fake to absolutely true. – A true smile is always
momentary and keeps on varying from a small facial movement to a broad open expression
– Steadiness of it for long duration is an indication of it being fake.
![Page 12: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/12.jpg)
Arms• Arms: Suggest how receptive you are:
– Crossed or folded over your chest: Have shut other people out and have no interest in them or what they are saying, “I don’t agree with you.”
– Waving them about: May show enthusiasm, uncertainty or immaturity.
• The best place for your arms is by your side. • If this is hard for you, do what you always do
when you want to get better at something—practice. After a while, it will feel natural.
• Fingers:– Composed with each other = self-
confidence– Raising the pointer finger = dictatorial
attitude, aggressive behavior
![Page 13: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/13.jpg)
Hands• Hands: Your hands need to be seen!
– Keep them out of your pockets– Resist the urge to put them under the table or
behind your back. – Open and Up is best for selling situations– Having your hands anywhere above the neck,
is unprofessional
• Hand Movements: Remain beyond conscious control, more reliable indicators of intentions – Closing of hand together indicates a calm
receptivity of the person– Support chin over fist = geared to think,
receptivity goes down momentarily– If the person is playing with or touching things
around, he/she is not interested in the conversation
– Quick changes in positions of hands = bored, wishes to avoid further conversation
![Page 14: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/14.jpg)
Legs and Feet
• A lot of movement = nervousness. • How and where you cross them tells others
how you feel. • Professional: feet flat on the floor or legs
crossed at the ankles. • Least professional: Resting one leg or ankle on
top of your other knee. – “Figure Four”: It can make you look arrogant
![Page 15: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/15.jpg)
Message Clusters:
• Aggressive: Showing physical threat. • Attentive: Showing real interest. • Bored: Just not being interested. • Closed: Many reasons are closed. • Deceptive: Seeking to cover up lying or
other deception. • Defensive: Protecting self from attack. • Dominant: Dominating others. • Emotional: Identifying feelings. • Evaluating: Judging and deciding about
something. • Open: Many reasons for being open. • Power: Demonstrating one's power. • Ready: Wanting to act and waiting for the
trigger. • Relaxed: Comfortable and unstressed. • Submissive: Showing you are prepared to
give in.
Signals and postures, depending on the internal emotions and mental states. Recognizing a whole cluster is thus far more reliable than trying to interpret individual elements
Core patterns: A number of core patterns can be identified that include
clusters of body movements:Crossing
ExpandingMoving away
Moving forwardOpeningPreening
RepeatingShapingStriking
Touching
![Page 16: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/16.jpg)
Distance
• Standing too close or “in someone’s face” = pushy.
• Too far away = standoffish. • Do what makes the other person feel
comfortable. – If the person with whom you are speaking keeps
backing away from you, stop. Either that person needs space or you need a breath mint.
![Page 17: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/17.jpg)
Transitions
• Transitions Count More Than Positions• Individual body positions or movements are
frequently meaningless. – If a person spends the entire meeting leaning
forward, that may be just comfort. – But, starts out leaning back and gradually moves
forward as the meeting progresses, that's non-verbal communication.
![Page 18: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/18.jpg)
Problem with Body Language
• May not convey what you really feel. – You always sit with your arms crossed– Slouching because you're tired, but people read it
as you're not interested.– Some people's faces form a smile or a frown more
naturally than a neutral expression.– Some people lean on their hand all the time.
![Page 19: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/19.jpg)
Be Aware
• Do not judge a person solely by their body language.
• Don't isolate yourself by constantly examining body language when interacting with people. (Paralysis by analysis)
• Do not spend too much time looking at the other person's body language. – Try to look at their face while you are talking to
them.
![Page 20: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/20.jpg)
Government and the Housing Market
Required 20% Down: April 201130 Year Fixed Rate– Is it time to phase it out?
![Page 21: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/21.jpg)
VIDEO
Boehner: Governement “needs” to get out of housing market
House Speaker John Boehner discusses the possibility that Washington will wind down government-sponsored mortgage
giants Fannie Mae and Freddie Mac
![Page 22: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/22.jpg)
What do you think about…
Sales Meetings Starting @ 8am?
![Page 23: Body language](https://reader033.vdocuments.mx/reader033/viewer/2022060110/556207efd8b42a7d028b47cc/html5/thumbnails/23.jpg)
Questions/Comments