The Revolution Blog

Master the Art of Body Language to Sell Casters

Friday, Mar 27, 2015

Sometimes, casters sell themselves. (Spinfinity maintenance-free, anyone?) But most of the time, you’ll need every advantage, like mastering the art of body language, to seal the deal.

Here’s how to read common social cues to know exactly where you stand in the sales process.

The eyes have it. Imagine you’re pitching four brands of casters, and the prospect won’t dish on which he prefers. No worries. If a prospect stares at one longer than the others, that’s the one he’s interested in. Tailor your presentation accordingly.

Real, or really fake smile? When someone agrees with you, they’ll generally nod and smile. They could also be faking it. Pay attention to a person’s entire face. A genuine smile lights up the whole mug – forehead, eyes and all. A forced smile only involves the mouth.

Leaning away from the deal. Ever seen a prospect who leans waaaaay back in the chair, or rocks back and forth? It’s a surefire sign he doesn’t agree with you. Use it to hone in on the objection, and find a solution. Is it price? Timeline? Lunchtime? Note: It’s also possible he’s just a fidgety person.

Doodling: draw conclusions. Ten minutes into your presentation and a prospect’s drawing stick figures on the notepad? This could mean he’s bored. Or worse, he’s already made up his mind, and your chances of nailing the sale are slim to none. Use this knowledge to talk to the prospect and find out what he’s really thinking.

For more tips on mastering body language, visit Forbes.

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