I‘ve said before that up to 93% of communication is nonverbal. But did you know that you exchange approximately 800 nonverbal messages during the average 30-minute sales call? (Source: The Art of Nonverbal Selling, Gerhard Gschwandtner)
On a sales call, your nonverbal communication will always say more than your words. What nonverbal messages are you sending to clients and prospects?
Here are some ways I’ve learned that sales reps can use their tone of voice and body language to guide sales conversations to yes.
1) Begin with a Smile
Set clients at ease by starting meetings with a smile. It impacts your tone and your appearance. It doesn’t have to be a big cheesy grin. A quiet, disarming smile can help forge a quick connection.
2) Mirror and Match for a Great Connection
As you talk, pay close attention to your prospect’s body language. If you follow their lead with your movements, you can increase their confidence. If the client is quiet and reserved, relax your tone of voice to show you’re on the same wavelength. Reps that make a great impression will see the prospect’s body language soon change to match their own.
Vary your tone of voice during calls to maintain client interest. If you modify your voice to convey emotion at key points, your prospect will focus their attention on what you want. Speak with a conversational yet authoritative voice, and see how quickly prospects respond.
4) Maintain an Open Body Position
Open and expressive movements invite collaborative communication. Hold your arms away from your body to avoid looking defensive. If you notice your prospect backing away, try to be more subtle with your gestures.
5) Keep Close Eye Contact to Build Trust
Eye contact is a key element for building trust. It shows confidence, respect and understanding‚ three essentials for any business relationship success. As you and your prospect communicate, focus your gaze directly on the camera. Even a brief look away while your client speaks could send the message that you’re not listening, and derail your sale.
6) Leaning Conveys Meaning
By simply leaning forward you show clients you are willing to meet their needs. Leaning forward also communicates excitement over a possible deal and confidence in your own abilities. Once you’ve made your pitch, lean back in your chair slightly. You can use this relaxed gesture to show you’re receptive and understanding, yet still confident in your product.
Are you maximizing the revenue potential of your nonverbal communication during virtual meetings?