“By honing this skill, you’re not just selling a product or service, you’re creating a symphony of understanding a harmony between you and the prospect where every nod, smile, or raised eyebrow is a note in the melody of your sales success.” – Meshell Baker in today’s Tip 1779
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to talk about reading reactions for sales signals mastery. Now, this is game-changing and will skyrocket your sales success. It is simply the art of reading reactions. You’ve heard the saying, actions speak louder than words, but I wanted to let you know something even more powerful. Reactions tell the real story, and they can make or break your sales success.
Picture this. You’re in a sales meeting, delivering your pitch. Your prospect nods along, but their eyes are darting all around the room, looking at the clock, their fingers tap nervously on the table. What’s really going on here? That’s where the reaction reading comes in. So I want to break this down to you into three tips.
Tip number one. The body never lies. While people can control what they say, their body language often reveals their true thoughts and feelings. Pay close attention to facial expressions, posture, and gesture. A prospect’s crossed arms might signal defensiveness while leaning forward could indicate interest.
Tip number two. Timing is everything. Notice when their reactions occur. Did your prospect’s eyes light up when you mentioned cost savings? Did they frown when you brought up the implementation time? What questions actually sparked their interest? How did they respond to an objection? When did they show signs of agreement? These moment-to-moment reactions are gold mines of information and let you know what the prospect is actually really thinking.
And number three. Adapt in real-time. So once you’ve read the body language and you’re noticing things may not be going in the manner that you had hoped, your ability to adapt in real-time is everything. Use all these observations to tailor your approach on the fly. If you sense hesitation, address concerns proactively and promptly. If you spot excitement, dive deeper into what that aspect of your offer to expand their emotional attachment to your solution.
Now, I want to share with you a fascinating fact. According to the study by Albert Mehrabian, only 7% of communication is verbal, the remaining 93% is nonverbal and that’s split between the body language and the tone of voice. This means by focusing solely on words, you’re missing 93% of the conversation. So what’s the thing you can immediately implement today to change your sales game? Well, here it is. Your next sales interaction. Challenge yourself to slow down so you can identify three nonverbal cues.
So this is what you’re tracking from your prospect. You are looking to see how their body responds while you’re talking to them. It could be a subtle nod, a shift in posture, a change in eye contact. Make a mental note of when this occurs and what you’re discussing at that moment. Remember, becoming a master of reaction reading isn’t just about observing. It’s about connecting. It’s about understanding your prospect on a deeper level and using that understanding to serve them better.
Remember, value first, money follows. By honing this skill, you’re not just selling a product or service, you’re creating a symphony of understanding a harmony between you and the prospect where every nod, smile, or raised eyebrow is a note in the melody of your sales success. So have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1779. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!