Body language and psychology are pretty interesting anyway, but when you know a few practical tips from these fields which can increase your sales, that’s when things get really interesting. Here are our top 7 tips for face-to-face meeting management to improve sales.
1. Spotting a Surreptitious Glance to the Watch
It doesn’t take a professor of body language to know when somebody glances at their watch, they’re in a hurry. It’s worth keeping in mind though, the bottom right-hand side of the Windows operating system also has a clock, and there may also be one somewhere in the room. If you realise your prospect is short on time, cut straight to the chase, let them know what you have on offer, how much ROI it will bring and see what they think. You can also be straight-up and just ask how much time they have specifically and let them know you appreciate they’re busy.
2. Pattern-Breaking the Defensive Folded Arms
Folded arms are another commonly recognised body language signal. If somebody’s arms are folded, it’s likely they’re slightly on the defensive. With this in mind, reassess the way you’re talking to your prospect or consider a ‘pattern break’ whereby you do something to change the game, whether it’s through a shift in seating arrangement, having the prospect standing up or changing the conversation in a drastic an unusual way.
3. Meeting Prospects on Neutral Territory
Going for lunch or coffee is one of the best ways to build rapport on a blank canvas and avoid a myriad of issues and distractions which can occur in the office. There’s just you, your prospect and some decent refreshments on which to build the sale. Conversely, avoid trying to conduct business immediately after lunch (whether you’ve had it together or not) as full bellies tend to make for sleepy conversations. Also, try to avoid Italian and other carb-heavy destinations.
4. Beware Eye Movements of the Disagreement
Always be mindful of your prospect eyes and what they’re saying about how they feel. Specifically, look out for potential disagreements harboured on what you said about their business processes which just happen to suit your products. If you spot such disagreement, don’t argue your case to prove the prospect wrong, but aim to find a middle ground of agreement.
5. The Holy Trinity
There are three things which should always be brought to meetings. A notepad, pen and a business card. Not having one of these seriously damages your credibility. One thing you will always remember is a cell phone, and this should never be touched. Pretend it’s kryptonite and you are, (of course) Sales Superman.
6. Think of a Way to Get Your Prospect to Stand Up
Sitting down and having a conversation over a desk can seem quite formal and stuffy, almost like you’re at the principals desk for being in trouble, or like you’re an employee under the same circumstances. Think of a way to have you and your prospect stand up a bit and walk around together in more casual conversation to loosen up those guards.
7. Leading the Way with Body Language
Finally, there are more followers than leaders in the world. Try to be the leader and orchestrate a situation where you make a suggestion about where the prospect sits, or how they stand, or where things take place. Try to subtly and subconsciously have the prospect follow you a little when walking to subconsciously build trust. Practice this subtle skill and watch it work miracles