subject: The Power Of Non-verbal Communication In Closing The Sale: Body Language [print this page] This is the sixth article of our series of 20 about closing the sale and becoming an extraordinary salesman or saleswoman. This one adds to our previous discussion on the visual approach to potential clients.
As you may recall, there are two facets to a visual approach to prospects-your appearance which we discussed last time; and your body language. Using body language in your approach to prospects means that your body and that of your prospect are always communicating. By being aware of our principle called Match and Guide, you can increase your level of rapport geometrically.
You can increase your rapport enormously by learning to use Match and Guide. Very simply, you begin by mirroring or matching the body language of the other person. When two people are in rapport, they do this naturally. You can accelerate the rapport-building process by consciously making your body language a virtual mirror of the other person's.
The next step in this process is to lead or guide the other person's body language. This is done by making gestures or other body movements that your prospect can match himself. You can, for example, use your hand to smooth your hair or remove a speck of dust from your shirt, or make some other gesture. The idea is that at first you follow what the other person is doing. Then you proceed to lead him. The time to start selling is when you see your prospect is making similar movements or gestures to yours.
There is one word of caution. Do not mirror your prospect's large, sweeping gestures and other big movements. After he finishes those, you can make similar movements when you begin to speak.
In my book, "All-Star Selling," I describe Match and Guide as a major element in our sales process. I recommend that you try it on your friends and family first and observe how your level of rapport is affected. You'll find that it improves noticeably.
I once taught an insurance agent client of mine to use it. At a lunch meeting he focused on matching and guiding his prospect. This was their first meeting. When lunch was over, they returned to the client's office and my friend received a premium check for $26,000 to cover the first year of the policy.
What you've just done, you've learned how to maximize rapport with anyone you want and this is going to lead to increased sales a lot faster and easier. Use this principle professionally or personally and get along better with everyone you know.
I trust the information in this short article has been worth the brief time it took reading it. If you would like to read others regarding additional aspects of the sales process, see my blog www.stanleyfidel.com/blog. There are 20 brief essays about our sales process.
In addition, I have created a 20-video series on closing the sale and Becoming an All-Star Sales Person. The series is absolutely free. Just go to my website, www.stanleyfidel.com/free and you'll get a link to the entire series. Goodbye and good selling.
