Body Speak

S ometimes what people don't say is more important than what they do say. For example, lawyers spend thousands of dollars on "jury consultants" to study the body language of jurors and assess if they're receptive to a situation. You can do the same when meeting with your prospects - and it won't cost you thousands.

Even if a prospect is smiling, his or her body language can tell you if she is uncertain, doubtful, angry or bored. Obviously, if arms are crossed, the prospect is shielding, guarded and protective. The same goes if the prospect is leaning away from you or has legs crossed tightly.

As you go through your presentation, the prospect's feelings toward you and your product most likely will fluctuate. Watch for changes in posture and note when in your presentation they occur. That might clue you into a specific area of your service that the prospect is uncomfortable with. You will be better prepared to solve the dilemma and put the prospect at ease.

Use your ability to read body language to seek out and correct problems a prospect may have before they get in the way of a sale.

Good Selling!^SM

Paul H. Green