Words are just a small part of the equation. While a well-crafted pitch can capture attention, your body language may be the thing that seals the deal or derails it. Non-verbal communication, from your posture to your gestures, plays a crucial role in how prospects perceive you and your message.
Non-Verbal Communication
Studies suggest that 70%-93% of all communication is non-verbal. This means that how you present yourself—your posture, facial expressions, and tone of voice—can often convey more than the words you choose.
- Maintaining eye contact shows confidence and engagement.
- Standing tall with shoulders back exudes confidence and approachability.
- A relaxed face indicates openness, while furrowed brows may signal tension or disagreement.
Reading Your Client’s Body Language
- Eye contact: Frequent eye contact shows interest and engagement.
- Facial expressions: A relaxed face generally indicates openness, while tension in facial cues may signal discomfort.
- Posture: Mirroring your client’s posture can create a sense of connection.
- Gestures: Open hand gestures convey honesty, while crossed arms may signal defensiveness.
- Feet position: If pointed towards you, the client is engaged; if angled away, they may be losing interest.
Adjusting Your Own Body Language
- Stay open: Avoid crossing your arms to appear more approachable.
- Maintain eye contact: Engage with consistent eye contact to build trust.
- Control movements: Use controlled gestures that complement your message.
- Be mindful of tone: Ensure your tone matches your message.
- Practice active listening: Show engagement through nodding and affirming gestures.
Mastering body language is about fostering genuine connections. Understanding and adjusting non-verbal cues can improve communication, build trust, and drive better sales results. As you prepare for your next sales pitch, remember—every gesture counts. If you are into inside sales you might assume this is not relevant, but even for online sessions its very relevant. Try to sell with a big smile on your next call and see how your customer reacts!