BODY LANGUAGE

It is important, whether during your warm-up, or sales presentation, or when talking about your security system, that you are able to read as much as you can about your prospects and what there reactions are to what you are saying at any given moment.

We break them down to positive signals from your prospect that mean "Yes, I am with you or I am comfortable with you" and negative signals from your prospect that mean "No, I am not with you or I am not comfortable with you" or even, YOUR LOSING ME!"

The importance of this review is primarily to have you reflect upon how closely you watch for body language and how it can direct you accordingly.

Examples of positive signals
 

• If the customer laughs or smiles at something funny
• Strokes their chin/nods their head - "I am with you!"
• Groom their hair in someway / if men losen a collar or tie - "I am comfortable with you."
• If a customer puts their feet up
• If a customer show you pictures, awards or anything about their personal life

• The customer leads back and clasps their hands or their arms
• Avoids eye contact
• If they close their eyes in long frequent blinks
• Use their hands to mask or shield their mouth
• Forehead furrors, eye brows knit
• Fidget while you talk
• If they do a series of more than three head nods - We called it "forced nod service!"
• If they don't return a smile
• Support their head with their hands
• If they close their hands
• Bite their lips
• If you catch them looking at a clock
• Put their fingers to the side of their nose - they doubt you.
• Rub their nose alot