Selling isn’t just about what you say, it’s about how you deliver the message. That includes your body language, tone of voice, and other subtle cues that create connections with your prospects and build their trust in you. The truth is, if you make better connections, you’ll close more deals. Here are some techniques the experts say will help you do just that.
Mirror and match. Here, you mirror the prospect’s body language. If they lean forward, you do too. If they place their hand on the desk, you do too. This makes them unconsciously think that you’re both on the same page. However, many folks are aware of this technique, and if they realize what you’re doing, it will break their trust and could cost you the relationship. So, an alternate technique is to get them to match what you do—in other words, to get them to mirror you! For example, when you nod, people will automatically nod along with you without thinking about it. This encourages agreement. When you put out your hand to shake hands, most people will take your hand and shake it, an unconscious sign you’re in sync.
Address closed-off body language. If a prospect crosses their arms or leans away from you, they’re indicating they are not buying into what you’re saying. (By the way, if they lean towards you, they’re with you.) Don’t ignore this, but don’t acknowledge the negative connotation of their gesture. Ask if they’re cold and offer to adjust the temperature. Or ask if they’d like some clarity on what you just shared. Or inquire if that’s how they sit sometimes. These questions give an opening for clearer communication.
Notice how the other person is responding to what you’re saying. If the prospect shifts from a neutral or negative expression, such as a frown, to something positive, such as a smile, it’s a clue that they’re with you. Acknowledge this. Ask if they are in agreement with what you just shared. When they say they are, ask them to tell you more about that. The prospect is then doing all the talking in a conversation that’s been taken in a positive direction!
Watch your tone. Tonality is critical in communications. Changes in volume, pitch, and the pace of your speech can steer the conversation in different directions. For example, you can show confidence by lowering your voice. In fact, lowering your voice at the end of a sentence puts you in control of the dialogue. If you ask an important question and end it with a downward inflection, you convey authority.
Go for emotional engagement. People make decisions based on emotions first, then justify them with logic. So, if you get prospects to a space where they’re starting to get excited, you’ll easily close the deal. To get them there, focus on emotional triggers you can pull. Note when prospects are struggling to find the right words—that indicates they’re emotionally engaged. If the prospect sounds logical and answers quickly, it’s too soon to ask for the business. When they struggle to describe how they feel, that’s the right moment. Use the most powerful word in sales—“believe.” Ask the prospect if they believe you can help them achieve what they want. How they respond lets you identify how ready they are to move forward.
