{"id":26573,"date":"2021-02-09T09:24:08","date_gmt":"2021-02-09T13:24:08","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26573"},"modified":"2021-02-11T17:31:32","modified_gmt":"2021-02-11T21:31:32","slug":"body-language-in-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/","title":{"rendered":"The Importance of Body Language in Sales"},"content":{"rendered":"\n<p>Why is good <a href=\"https:\/\/www.shortform.com\/blog\/body-language-crucial-conversations\/\">body language<\/a> in sales important for gaining a prospect&#8217;s trust? How should your body language change depending on who you&#8217;re pitching to?<\/p>\n\n\n\n<p>If you have off-putting body language in sales, then no matter how good your pitch or tone, the prospect will be uninterested in working with you. In sales, communication through body language is key.<\/p>\n\n\n\n<p>Continue reading to learn how to adapt your body language in sales settings.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Communication Through Body Language<\/strong> in Sales<\/h2>\n\n\n\n<p><strong>Body language in sales is just as important as tone when a sale is done in person.&nbsp;<\/strong><\/p>\n\n\n\n<p>When a person first meets you, they see what you look like and how you move and make a snap judgment about whether they like and trust you.&nbsp;<\/p>\n\n\n\n<p>If you have off-putting body language, then no matter how good your pitch or tone, the prospect will be physically repulsed and uninterested in working with them. In sales, communication through body language is key.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Choose Your Stance Strategically<\/strong><\/h3>\n\n\n\n<p>Men and women respond very differently to different kinds of body language in sales settings.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>If you\u2019re a man selling to a man, <strong>corner off: <\/strong>Stand at an angle rather than right in front of him. This projects a more friendly and natural atmosphere.&nbsp;<\/li><li>If you\u2019re a man selling to a woman, though, do the opposite. Stand right in front of her and keep your hands where she can see them. Cornering off can be threatening or come off as overly friendly.<\/li><li>In the same way, if you\u2019re a woman selling to a woman, corner off, but if you\u2019re selling to a man stand right in front of them.&nbsp;<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Don\u2019t Invade People\u2019s Space<\/strong><\/h3>\n\n\n\n<p>One of the worst offenses is being a <em>space invader<\/em><strong> <\/strong>(or as Jerry Seinfeld would call it a close talker). In the West, the space bubble that you shouldn\u2019t invade is somewhere around 2.5-3 feet. In Asia, it\u2019s closer to a half-foot bubble.&nbsp;<\/p>\n\n\n\n<p>Every culture contains differences when thinking about body language: in Asia, the formal greeting of the bow is also taken very seriously. In the U.S., the handshake is particularly important. If your handshake is too limp or too hard and long, whomever you\u2019re speaking to will get a poor impression.\u00a0The handshake is a crucial part of communication through body language.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Additional Considerations<\/strong> for Body Language in Sales<\/h3>\n\n\n\n<p>On the point of eye contact, studies say that <strong>you should be making eye contact at least 72 percent of the time. <\/strong>Don\u2019t go too much higher than that, because then it just seems like you\u2019re staring.&nbsp;<\/p>\n\n\n\n<p>Finally, watch your arm positioning. If your arms are constantly crossed, it seems as if you have something to hide or you\u2019re generally uncomfortable in the situation.&nbsp;<\/p>\n\n\n\n<p>All of this is important while you\u2019re <em>not<\/em> speaking too. Practice <strong>active listening <\/strong>by nodding your head, smiling (but not too big), looking in your prospect\u2019s eyes, and occasionally adding in something like \u201cgot it\u201d or \u201cI see.\u201d This will make your prospect feel as if you are listening to them, and it will also help you from spacing out.&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Pacing and Matching<\/strong><\/h4>\n\n\n\n<p>Pacing and matching are also important factors of body language in sales environments. No matter where in the world you are, it\u2019s possible to practice <em>matching<\/em>.<strong> <\/strong>Take in your prospect\u2019s manners and return them\u2014if their handshake is hard, return with a hard handshake (up to a reasonable point).&nbsp;<\/p>\n\n\n\n<p>This is different from <em>mirroring,<\/em><strong> <\/strong>which suggests that you copy the prospect\u2019s body language exactly. If a prospect crosses her arms, don\u2019t immediately cross your arms as well. Matching their level of comfortability but not their exact actions is a key part of communication through body language.&nbsp;<\/p>\n\n\n\n<p><a href=\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\">Tone and body language<\/a> in sales make up about <em>90 percent <\/em>of our communication. Words and their meaning are only <em>10 percent. <\/em>Words are <em>essential <\/em>to a successful sales pitch, but they\u2019re important, obviously, <strong>only when we\u2019re talking. <\/strong>When the prospect is talking, body language <em>remains important <\/em>if you\u2019re selling in person.\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Why is good body language in sales important for gaining a prospect&#8217;s trust? How should your body language change depending on who you&#8217;re pitching to? If you have off-putting body language in sales, then no matter how good your pitch or tone, the prospect will be uninterested in working with you. In sales, communication through body language is key. Continue reading to learn how to adapt your body language in sales settings.<\/p>\n","protected":false},"author":8,"featured_media":26583,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[206],"class_list":["post-26573","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Importance of Body Language in Sales - Shortform Books<\/title>\n<meta name=\"description\" content=\"If you have off-putting body language in sales, then no matter how good your pitch, the prospect will be uninterested. Learn how to fix that.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Importance of Body Language in Sales\" \/>\n<meta property=\"og:description\" content=\"If you have off-putting body language in sales, then no matter how good your pitch, the prospect will be uninterested. Learn how to fix that.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-02-09T13:24:08+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-02-11T21:31:32+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-men-walking.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1124\" \/>\n\t<meta property=\"og:image:height\" content=\"638\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Hannah Aster\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Hannah Aster\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\"},\"author\":{\"name\":\"Hannah Aster\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f\"},\"headline\":\"The Importance of Body Language in Sales\",\"datePublished\":\"2021-02-09T13:24:08+00:00\",\"dateModified\":\"2021-02-11T21:31:32+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\"},\"wordCount\":700,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-men-walking.jpg\",\"keywords\":[\"Way of the Wolf\"],\"articleSection\":[\"Communication\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/\",\"name\":\"The Importance of Body Language in Sales - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/body-language-in-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-men-walking.jpg\",\"datePublished\":\"2021-02-09T13:24:08+00:00\",\"dateModified\":\"2021-02-11T21:31:32+00:00\",\"description\":\"If you have off-putting body language in sales, then no matter how good your pitch, the prospect will be uninterested. 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