In face-to-face meetings, what you say accounts for a fraction of your message. Your body language tells the rest. Align your mannerisms with your message to increase selling power to make body language & voice work together. Studies have shown that people are 10 times more likely to be influenced by a person’s body language than by their spoken words. That’s why successful sales people make their verbal and non-verbal communication work together in 4 ways: 1: Eye Contact When first meeting a prospect, your eyes give your most compelling non-verbal cues.In an instant, eye contact indicates your level of engagement, interest, and trustworthiness. Make Eye Contact. Studies show that people perceived to be honest maintain eye contact 3 times longer than those who are not. Build a compelling presence with frequent eye contact. Spread it Out. Looking at one person in a room of three will send a bad message to the other two. Broaden your reach by moving your eyes from person to person. Don’t Stare. Too much eye contact can make meetings awkward or even be taken as a sign of rudeness. Maintain a comfortable level of engagement. Tough questions often make people look away. Be careful! This is the time to reinforce your trustworthiness with solid eye contact. 2: Inflections and Tone. The tone of your voice offers your second most important cues. It’s been shown that as much as 40% of a message is conveyed by quality of voice rather than by words spoken. Be Natural. Reaching for a broader vocabulary or impersonating another’s style sounds phony. Engage your customers more fully by being yourself. Use Vocal Inflection. Tone changes add expressiveness and conviction to otherwise lifeless deliveries. Demonstrate a command of your story by employing vocal range. Avoid Word Fragments. Words like “uh”, “um”, “okay” and “like” take away from your message. Avoid the distractions caused by verbal shortcuts and hesitations. 3: Your posture will convey confidence, or lack of it. Moreover, people will make inferences about your preparedness and competence simply by your stance. Stand Tall. Slouching suggests a lack of interest, conviction, and command of message. Maintain an effective presence with a straight and balanced posture. Sit Tall. Good seated posture also projects interest and involvement. Display a keen focus by sitting on the edge of a chair and leaning slightly forward. Assume Open Positions. People in relaxed positions are seen as more persuasive, active, and likable. Engage your prospects more fully by avoiding tight, closed positions. 4: Gestures Your body movements will complete the story of your engagement, interest, and trustworthiness. Gesture Naturally. Tightly clenched or abrupt movements can indicate tension, confusion, and frustration. Enhance your message with smooth, appropriate gestures. Exaggerate. Like voice inflections, physical gestures add expressiveness and conviction. Demonstrate confidence and paint memorable visuals with motion. Avoid Fidgeting. Restless behavior undermines professionalism. Maintain a focused and directed presence by avoiding rocking, tapping, jiggling, and swaying. Your Customer’s Body Language Finally, as you talk with your prospects, watch their body language. Just as your eye-contact, tone, posture, and gestures tell 90% of your story, you’ll find an open window into your customer’s motivations through his or her non-verbal cues. Your observations will tell you how well your story resonates. Better yet, they’ll afford you the opportunity to re-calibrate and adjust your course in real time – further increasing your selling power. Have questions? We would love the opportunity to talk with you! Call your Customer Relationship Partner anytime or our Customer Experience Team at 800-446-3639. Or just click the button below to shop online!