Body Language
Published on Nov 25, 2015
Body gestures people in sales should be aware of.
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
BODY LANGUAGE
Photo by Ed Yourdon
COMMUNICATION THROUGH BODY LANGUAGE
Research shows non verbal clues carry FIVE TIMES the real meaning and feeling than mere words.
We can make serious mistakes by interpreting a solitary gesture in isolation.
A gesture put with other gestures forms a cluster.
Observation of gesture clusters and working out the difference between the verbal and non- verbal, are one of the keys to having the elite conversion rate.
Observation of gesture clusters and working out the difference between the verbal and non- verbal, are one of the keys to having the elite conversion rate.
Photo by viZZZual.com
Children have very obvious gestures but as we get older we learn to be less obvious.
Kids run behind the couch or Mum when they are scared or threatened, when they don't want to listen they cover their ears, when we say 'No' to them they cross their arms, chin down and turn it side to side. When they lie, they lose eye contact, hands go to their face, mouths open, shoulders shrug.
As adults instead of running behind something we cross our arms, instead of covering our ears we might pull or rub our lobes, instead of looking down when we lie, we might glance down, chin might be down and finish off with a false cough.
As adults instead of running behind something we cross our arms, instead of covering our ears we might pull or rub our lobes, instead of looking down when we lie, we might glance down, chin might be down and finish off with a false cough.
Photo by greg westfall.
The face twitches when we lie and the hand on the face hides the twitch.
Lie detectors pick up these twitches.
When a child tells a lie hands come to face and eyes wander from side to side. When a teenager tells a lie they might just rub their lips lightly. The adult is more sophisticated, their brain instructs their hand to cover up their face, but in attempt to hide the deceitful behaviour, at the last moment the hand is pulled away from the face and a nose touch or rub will result.
Photo by sean dreilinger
TERRITORIES
- Intimate Zone
- Personal Zone
- Social Zone, 3-5ft
- Public Zone
Intimate: lovers,parents,friends
Personal: parties
Social: this is the sale zone
Public: addressing large group
When at someone's home/business don't lean on their belongings and wait to be asked to be seated.
Personal: parties
Social: this is the sale zone
Public: addressing large group
When at someone's home/business don't lean on their belongings and wait to be asked to be seated.
Photo by johncarljohnson
HAND TO FACE GESTURES
When we see, speak and hear untruths or deceit eye often attempt to cover our mouths, eyes or ears with our hands.
Photo by Anderson Mancini
-Nose touching-
- a disguised version of the mouth gesture
Photo by theirhistory
-Collar Pull-
A tingling sensation felt around the neck.
When people tell a lie and suspect they have been caught.
If you see this, get them to clarify what has just been said.
Photo by bradleygee
-Fingers in Mouth-
Person feels under pressure. An unconscious gesture reverting back to the security of thumb sucking.
Also cigarettes, pens and glasses.
Photo by sean dreilinger
We can confidently assume that in nearly all cases, if a hand-to-face gesture is used, a negative thought has entered the mind.
Is it deceit, doubt, uncertainty, negativity or lying??
Photo by ruffin_ready
Finger tapping or foot tapping can indicate boredom. Faster the tap, the more impatient.
Photo by Mel B.
Genuine interest when hand is on the cheek, not as a head support. When fingers point up client could be having either negative or critical thoughts about speaker/subject.
Photo by Capitan Giona
EVALUATION GESTURES: HAND-FACE POINTING
- Closed hand on cheek.
- If hand supports head- boredom
- If hand not used for support- interest
- When index finger points up & thumb supports chin,
- Listener is having critical or negative thoughts of speaker.
Photo by littlestar19
CHIN STROKING
- Person is thinking
- At this point SHUT UP!
- Watch for Negative or positive gestures.
Photo by striatic
HAND SHAKE
- Three basic - but four points!
- One dominate, other submissive
- One dominate, other aggressive
- Equality
- Other person decides
Photo by Richard.Asia
Behavioural scientists think there is a correlation between the height of the persons hands, clenched and raised, and the strength of the persons negative attitude.
Photo by LeeHoward
Steepling of the Hands.
Superior types who use fewer gestures.
Confidence and decisions made.
Photo by springhill2008
Gripping hands, arms, wrists.
- one palm gripping the other with the head up, superiority/confidence.
- the higher the grip goes up the arm, the more frustrated and angrier the person.
Photo by Thomas Hawk
Folded arms with thumbs up is a double gesture and indicates person is defensive or negative.
Photo by Mollivan Jon
NO SALES will be made if someone is folding their arms!!
When a listener folds his arms, he has negative thoughts and is paying up to 37% less attention.
Photo by tubblesnap
LEG BARRIERS
NEGATIVE OR DEFENSIVE ATTITUDES MAY EXIST, BUT TAKE IT INTO CONTEXT.
Photo by Richard Masoner / Cyclelicious
HEAD GESTURES
- Head up: nuetral
- Tilted slightly: positive interest
- Head down: negative, judging or superior
Photo by ♥KatB Photography♥
OTHER GESTURES
Frill neck: hands behind head, hands on hip - dominant.
Picking imaginary Flint: disapproval
Photo by ditzywolflady
BREAK NEGATIVE GESTURES
- Hand person a pen, brochure to unfold arms
- Ask the person to lean forward to look at brochure
- Lean forward, palms facing up
- Get client speaking
- ATTENDING SKILLS, FOLLOWING SKILLS, REFLECTIVE RESPONSES.
Photo by Amyn Kassam
GOOD ATTENDING SKILLS
- Have open arms
- Visible palms
- Lean forward
- Head tilted
- Be SMILING 😃😜
Photo by Waldo Jaquith
