Essential Communication & Body Language Tips

ESSENTIALcommunication

BODYlanguage

That willBOOSTyour

SALES

with Steve Benson Badger Maps

www.badgermapping.com

https://www.badgermapping.com/?utm_source=Communication&utm_medium=Footer&utm_campaign=Slideshare

TABLEOF CONTENTS

First impressions

Connecting Empathy / Steelmanning

Listening

Body language Mirroring / Dress for Sucess / Feet / Hands

Speaking Small talk / Less is more / Scripts

Confidence

Vocal

Attention

1

2

3

4

5

6

7

8 www.badgermapping.com


It only takes a

1/10th of a second for people to get a

first impression

– Princeton psychologists J. Willis & A.

Todorov

First Impressions www.badgermapping.com

https://www.psychologicalscience.org/observer/how-many-seconds-to-a-first-impression




● People will remember their first impression & the last thing you say to them, so make sure to leave a great impression both times

● Even if you can’t close a deal this time, the customer will remember you in a good light and knows that they can come back to you in the future

Always leave a GREET & leave mannerly



CONNECTING



Find common experiences & use premature ‘We’

Use their first name

Compliment them

1

2

3

– it makes people feel like you belong to the same group and that

you can relate to their problems



& make them

feel in control of the conversation

Let them talk more

Get a better

understanding...

… of how they could benefit from your product

Feedback

1

2



EMPATHY

Let them talk first & don’t make assumptions

Every customer is different



Sometimes customers hide some facts or lie & you don’t know why.

Jumping to negative conclusions will color the rest of your interactions in a bad light

However, you should always ASSUME GOOD INTENT



“Try to avoid the urge to react or defend, desperately seeking the quick positive response..

… look for the opportunities to demonstrate to your customers

that you truly understand them and that you are an ally and not an enemy.”

– Paul Martin

INSTEAD


https://www.linkedin.com/pulse/20140707132826-47293340-part-two-the-irresistible-magnetism-of-empathy-in-sales-10-things-the-very-best-sales-people-do


STEEL- MANNING

Instead of starting to defend

yourself immediately,

show that you realize where

they’re coming from. Then

present your idea again.Take their negative argument, summarize as favorably as

possible



LISTENINGACTIVE

PAY ATTENTION & LISTEN ACTIVELY

Listening well is a far

more important skill

than speaking well

Be open to the idea

that you might not

have an answer

When the prospect

has completely

finished talking,

make a short

summary www.badgermapping.com


Ask open-ended questions to learn more about your customer

DON’T JUST REPEAT what they said;

prompt them with MORE QUESTIONS to get a better overview

Use yes/no questions

only for finding out facts & leading the discussion



ACTIVE LISTENING

Let them think they’re in control of the conversation

Tilt your head when listening to them – looks like you’re

paying close attention



LANGUAGEBODY



they’re relaxed DON’T be uptight

Creates trust & an atmosphere of ease

Ifthey’re humorous BE upbeat

they want to go straight to business DO that

However keep it subtle because it could backfire

MIRRORing


https://www.psychologytoday.com/blog/beyond-words/201209/mimicry-and-mirroring-can-be-good-or-bad


Use their words to explain your ideas

They have attached their personal meaning & image to these words,

you using them makes the pitch more personal

MIRRORing



Remember: 1/10 sec for first impression

Always keep your clothes clean and neat

Keep your makeup low-key, customer shouldn’t notice it

Ensure that you smell good, your hair and/or beard is in

a decent condition

People find similarly dressed others more

likeable & trustworthy

DRESS FOR SUCCESS



Feet close together is seen as a timid stance whereas feet far apart displays confidence

Don’t invade personal space

– if they step back, don’t step forward, it’ll make them uncomfortable)

Standing toe to toe feels confrontational, but having your torso facing them shows full attention



Presenters who had their palms facing down or used finger-pointing were described as authoritative and commanding,

whereas speakers presenting exactly the same content were titled as easy-going and laid back

HANDS

Speak with your palms facing

upwards



HANDSHAKE

In western cultures a firm handshake means character, honesty, quality & trustworthiness



●

●

HANDSHAKE

Full contact with palms touching: The palms of the hands are read subconsciously for messages of honesty and self-disclosure

Equal handshake:

Thumbs on top, not with your palm facing up-or downwards (displays submissiveness & dominance)

Matching firmness:

Grip as tightly as your partner



Fidgeting, looking away and touching your face makes you feel insincere & untrustworthy

Most importantly: don’t forget to Smile & Nod

Use eye contact & occasional big gestures to emphasize your points

Otherwise keep gestures limited since they might come across as intimidating

Whatever you do, stop checking the clock and your phone

BO DY

LANGUAGE



EYE CONTACT

You should be 100% familiar with your product and use simple language, because scientists from Kyoto University in Japan found that we're not actually awkward,

our brains just can't handle the tasks of thinking of the right words and focussing on a face at the same time. www.badgermapping.com

http://www.sciencealert.com/this-is-why-you-can-t-always-keep-eye-contact-while-having-a-conversation

http://www.sciencealert.com/this-is-why-you-can-t-always-keep-eye-contact-while-having-a-conversation


WHY SHOULD

YOU KEEP EYE

CONTACT?

Asserts dominance

Makes you sound more

honest, passionate &

open



HOW do you KEEP EYE

contact?Pick a handful of people in different

places and switch among them, this way, the people around your chosen

ones will also feel like you look at them

Look at everyone and switch the person every 3-5 seconds

If the audience is small:

If the audience is big:2

1



Click Here

Want more Communication

& Body Language Tips ?

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https://www.badgermapping.com/blog/ultimate-sales-communication-guide/?utm_source=Communication&utm_medium=Blog&utm_campaign=Slideshare


SPEAKING



Northern Europeans mostly avoid small talk whereas Americans

love small talk

Not everyone likes it, be sure to know your prospect’s cultural background

SMALL TALK

Creates an ease of atmosphere if people

like it


https://hbr.org/2015/04/building-relationships-in-cultures-that-dont-do-small-talk





After asking a question, let it set in. - Don’t keep on talking

SILENCE [less is more]

Chances are, they’ll feel awkward & start talking even more, giving you more info to work with

Filler words make you sound unsure; make pauses instead

Wait a couple of seconds after the customer has finished talking

You know..

like

uhhwww.badgermapping.com


keep it personal

DON’T overload them with ALL the DETAILS



Customers will take the role of a calm, patient, kind teacher and engage more in the conversation

Know what you’re talking about, but also know what you don’t know

STRATEGY #1

Don’t portray yourself as the industry expert but as a curious student; that approach is more appealing to buyers



STRATEGY #2Paint the image of the customer’s life with your product

Talk about their current unhappy reality & the great future your product will bring



Watch Nancy Duarte uncovering

THE SECRET STRUCTURE OF GREAT TALKS

Nancy DuarteCEO, presentation designer


http://www.youtube.com/watch?v=1nYFpuc2Umk&t=339


Answers to most critical questions

Important, but shouldn’t

be learned word-by-word

SCRIPTSControversial - BUT useful when in doubt

You don’t want to sound

like a robot

Elevator pitches Presentations



CONFIDENCEwww.badgermapping.com


HOW TO GROW CONFIDENCE

Start or end your days with

listing the things you’re grateful for

Noah Kagan on success:

http://blog.close.io/noahkagan

Change body positions from low power to

high power ones (start video from

10:20)




https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are#t-611557


Body Language

Vocal

Tone of Voice

Express Yourself with Confidence



Record your successes & failures

Set weekly goals

Set unimaginably huge goals & be okay with failing to accomplish them

How toGROW

CONFIDENCE

1

2

3



VOCAL



SENTENCE LENGTH● It’s difficult to process long

sentences, pace them slowly, if you use them

● Short sentences sound muchmore natural

ENUNCIATION● Calm & confident

● Varying intensity & quality



VOLUME● Loud enough to ensure clarity

● Quiet enough not to be

intimidating

SPEED● Make pauses

● Calm but rhythmical

● Conveys your enthusiasm, passion, etc.



ATTENTIONwww.badgermapping.com


Average human attention span has fallen from 12 seconds in 2000, or around the time the mobile revolution began, to 8 seconds.

Use short summaries & teasers to quickly get your message across



Use simple visuals to catch prospects’ attention better

Colors affect mood:

83% of the information our brains process comes in through our sense of sight

Blue hues calm people

Yellows create an open atmosphere

Greens relaxReds & blacks create a sophisticated feeling


http://www.huffingtonpost.com/2011/11/27/how-color-affects-our-moo_n_1114790.html

http://velvetchainsaw.com/2012/05/23/your-senses-your-raw-information-learning-portals/


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