SECURITYSOLUTIONS.NU
            "Your Nuu On-Line Sales Source"
       
         
      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 their 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, "YOU ARE LOSING ME!"

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

      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 some way / if men loosen a collar or tie - "I am comfortable with you."
      • If a customer puts their feet up
      • If a customer shows you pictures, awards or anything about their personal life
      Examples of negative signals:
      • The customer leans 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 furrows, 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 a lot
      The question is, if your client for example is closely watching the time, what can you do to change the situation?  In this case - look to resolve the problem even if it means rescheduling.  People who appear overly rushed rarely buy in a direct selling environment.  "Excuse me Ken, are we doing okay as far as the time goes?"

                                      "Success is getting what you want;
                                      happiness is wanting what you get."