“When you see somebody crossing his arms, pay attention to what is the context” – Susan Ibitz in today’s Tip 599
Do you pay attention when you see somebody crossing his arms?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Susan Ibitz like she usually does Susan is going to introduce herself so I’m just going to let her take it from here:
Susan Ibitz: Do you know when I know that I nailed sales. When my client just crossed her arms. My name is Susan Ibitz. I’m a human behavior hacker. Some people hack computers, I hack humans. And my specialty is applying behavioral to sales.
Do you know what I love about negotiation when one of the parts who needs to make the decision cross their arms. People always say that buying is an emotional act with a logical decision. Well, those are two parts of the brain.
So how we get to the two-part of the brains together? When we cross in the arms were using a 30 to 40% more of the stimulus on the brain, that means that we sync the emotional with the logical part. When you need to make a decision in order to make a good decision, you need to use the two-part.
Now crossing the arms has to do with context. Like every female life has to do with context. You need to evaluate when somebody is crossing their arms on what you have said, if their feet are facing you, the hip are facing you and the person crossing their arms and tilting the head. And it’s completely paying attention to you. That is the moment where the client is about to make a decision is using both parts of the brain. And that is the moment they’re called the MBDs trick situation has happened.
So, in that moment, all the logical things and emotions are getting together. And what advise you to stop talking and waiting for the person to make a question. At the moment, the person that crosses their arms. They’re ready to make a decision and that’s when you need to do your call of action. If you made a call of action and in the time where the person needs to make a decision and the arms doesn’t move from the table or the person didn’t leave the pen on their table and doesn’t cross the arm, the person is not ready to make a decision.
Now, if you’re talking about price, if you’re talking about the time of delivery and the person crosses their arms, and make one or two more actions, there can be negative pointing the legs or their feet, avoiding you to the door or to the window, opposite to you with a specific person on the room. And they’re shrunk in the shoulders and start pulling away from you. That is the moment when you need to start asking questions like it’s any doubt? It’s anything about the finances or the warranty then I can explain better? So because the person is not ready to make a decision. So that 30 to 40% more activity who happened in the rain when we cross in the arms can be positive, negative. The positive way is I’m looking for all the points to your product. Now the negative part is I’m looking for all the reasons to not to do it.
So when you are going to cross your arms or you see somebody crossing their arms, pay attention to what is the context. Because there’s things as simple as maybe your arms hurt, your neck hurt. The air condition is too high, or just the person is like relaxing because has been sitting for a long time.
So the next time does somebody tell you, “Oh, your customer crossed their arms. Your sales is done, is it?” Wait, let me evaluate the rest of the context and the rest of the body to make a decision. So crossing their arms can be the big thing who can happen to you in sales, if you know how to read it. My name is Susan Ibitz. I’m a human hacker. Some hack computers, I hack humans.
Scott Ingram: For more about Susan and her Human Behavior Lab. Click over to DailySales.Tips/599 and we’ll have those links for you there.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!Once you’ve gotten signed up for that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!