Have you ever been with a prospect
and just felt like you weren't connecting?
Connecting with prospects
and decoding body language
is actually a really high level concept.
In fact, most sales people
are completely oblivious
to this entire dimension of
selling and human interaction.
So if you've ever noticed in the past
that you weren't connecting
with some prospects,
this is actually a good thing
because it means that
you're at least aware.
In this video, I'm going to show you
how to decode body language in sales.
Check it out.
Now, before I get into these ideas,
I want to point out that the
key to building any connection
is going to require that
you engage the prospect
in actual conversation,
one that they're at least
equally participating in.
So the ideas I'm going
to share with you here
are what you're going to look for
to make sure that you
really have them engaged
and lastly, remember that no
two people are exactly alike.
So don't freak out if you
notice some differences
between different people.
Number one, eye contact.
Strong eye contact versus wandering eyes.
When someone is truly
engaged in a conversation,
they will be looking at you.
So what you want to avoid
is their eyes wandering all over the room
and this means that they're not engaged
with what you're saying.
As soon as you see this,
you need to ask questions
to pull them back into the conversation
to get them emotionally involved
and once you have that
eye contact with them,
you know you're back on track.
Number two, leaning in or leaning out.
Now, when we're engaged in a conversation,
we're naturally going to
lean in to the other person.
It doesn't have to be extreme.
It can be really subtle
but on the other hand, if
a person is leaning out
and is pulling back,
it's a sign of discomfort
in the conversation.
Now, in this case, what
I want you to actually do
if you see them leaning back
is start by mirror, by also leaning back.
Do the same thing
and continue to engage
them in the conversation
through questions.
Now, if they continue to lean back
throughout the conversation,
you're going to sense
that you're in a little bit of trouble.
You need to get them
eventually leaning forward.
Again, doesn't have to be extreme
but we don't want them leaning way back.
Now, again, the easiest way to engage them
is to suck them back into the conversation
through questions.
Number three, arms crossed.
Much like leaning back,
arms crossed is a somewhat
defensive posture.
It shows hesitation and discomfort.
Now, like with any of these
body language gestures,
don't freak out.
Instead, mirror them by
also crossing your arms
and getting them engaged
in the conversation.
Once you feel that they're
engaged in the conversation,
uncross your arms to see if
they actually do the same.
What's amazing with human psychology
is that when they're
really connected to you,
they're actually going to
naturally start matching you.
So by uncrossing your arms,
they may also feel like, hm,
okay, I'll uncross my arms.
The goal is to get them
to physically open up.
Number four, fidgeting.
There is nothing more distracting
and frustrating to me personally
than talking to someone who's fidgeting
and now, especially in the modern world,
there are so many things to fidget with.
It's not just pens and doodle pads
just writing away random
pictures nowadays.
Cellphones are the ultimate fidget tool
for the hyperactive person.
So if your prospect is really fidgeting,
like always, don't freak out.
Just work to engage them
into the conversation.
Ask them those questions.
You need to break their focus
away from what they're fidgeting on
and here's the key.
If they start to get really bad
like literally checking
messages while you're talking,
feel free to stop talking
and ask if everything's okay.
You need to set your boundaries
for what you'll accept
and so this literally means
calling people to task
when they're physically on their phone
and they're not paying attention.
Get them focused back onto you.
And by the way, if they say,
oh, I actually have to go,
you know you're in trouble anyways
so you might as well make sure
that they're back and focused on you.
So there is how to decode
body language in sales.
I wanna hear from you.
Which of these ideas did
you find most useful?
Be sure to share below
in the comment section
and get involved in the conversation
and if you enjoyed this video
then I have this awesome free ebook
on 25 Tips To Crush Your Sales Goal.
Just click right here to
get instant access to it.
Also, if you got some value,
please like this video below on YouTube
and be sure to subscribe
to my YouTube channel
by clicking right here, my little face,
to get access to a new video
just like this one each week.
Until next week.
