Body language that increases sales

Body language is increasingly mentioned as a serious factor for successful sales. While verbal communication is placed on a pedestal in these cases, a significant part of the impact on the customer is made through non-verbal cues. Words are important, but gestures, facial expressions and postures can play just as big a role when it comes to persuasion and building rapport. This article looks at some of the key elements of body language that can increase sales effectiveness and help any salesperson be more successful in their job.

1. Eye contact

Maintaining good eye contact with the customer conveys confidence and sincerity and builds trust, which is critical to a successful transaction. Avoiding eye contact can be perceived as a lack of interest or even insincerity, which can reduce the likelihood of a successful sale. At the same time, excessive eye contact can create a feeling of pressure or aggressiveness. The key is balance.

Eye contact can also help you read the customer’s emotions. Typically, pupils dilate when a person is happy or interested, and constrict when worried or upset.

2. Facial expressions

In sales, it is important to be attentive to how your face expresses emotions. Smiling, for example, can be one of the strongest signs of a friendly and open approach. Expressions such as slightly raised eyebrows or a tilted head can show interest and engagement, while a tense or serious expression can create a barrier and make the customer feel uncomfortable.

3. Body

Confident posture and poise convey signals of competence, professionalism and confidence. When you stand up straight with your shoulders back, head erect and legs slightly apart, you give the impression of someone who knows what they are doing and is ready to face any challenge. This confidence can be contagious and make the client feel comfortable and secure in their choices.

Crossing your arms is seen as a sign of caution. Keep your hands free and open, showing a willingness to communicate and engage. The same applies to the feet – keep them natural, don’t nervously stomp, cross or constantly move them. Body language operates subconsciously and every detail can influence a clients decision.

4. Mirroring behaviour

Mirroring is a technique of copying the gestures, posture and expression of the interlocutor in a natural way. It subconsciously creates a sense of harmony and connectedness between you. When you “mirror” his or her behavior, the client begins to feel understood and comfortable, which can increase trust and strengthen the relationship between you.

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