Interpreting Body Language

While in sales, sales body language is gaining more and more importance alongside the "impact questions," only 0.003% of people can interpret these signals. The ring finger indicates security and responsibility. Just by observing the finger body language, salespeople can determine whether the other person can be won over as a customer through a "secure" (ring finger), "unique" (middle finger), or "new" (pinky finger) offer. Most salespeople overwhelm their customers with benefits, discounts, and offers. The next sales era has already begun and focuses on customer exploration strategies (listening) and need awakening (solutions). However, to clearly differentiate oneself from competitors and establish trust in new customer acquisition, sales body language is also necessary. Almost all people mentally close the trust barrier in new customer acquisition – even if benefits, service, and prices are already impressive. Through the signals of sales body language, it is easy for each of us to recognize which benefits are genuinely useful to the conversation partner and which words are a waste of time. Our customers send out similar signals to card players, who, when dealt a good hand, almost predictably light up. These gestures are difficult to control, while the mouth can more easily obscure. The roof on the table. A "roof on the table" indicates that the conversation partners still want to negotiate a detail more thoroughly. If the salespeople continue to chatter on instead of scoring points with the question, "Is there anything else we should talk about?" customers feel overwhelmed and systematically take a defensive position (porcupine). A later tough price negotiation is thus inevitable, as customers do not feel understood. When customers touch their glasses or massage the "eye point" on the ear, they have had enough of words and want to see images, graphics, or written numbers to make decisions. There are no major price negotiations when professionals position themselves as "guarantors" with imperceptible hand gestures above shoulder height at the beginning of the customer conversation, and can maintain this role until the end. Elmar G. Arneitz: "I repeatedly experience that salespeople move too much in the role of a supplicant, which extremely damages the product, the company, and ultimately their own future!" If people position a glass or coffee cup in the center of the table in front of themselves, it is seen as a barrier of trust and should clearly show the salesperson that sales techniques and product advantages are out of place at this time. Inspire instead of persuade! In the first seven seconds, our subconscious can already recognize whether salespeople radiate enthusiasm or need to convince to close the deal. Since the Stone Age, our hippocampus brain zone has been responsible for ensuring "survival" through joy & pain. Exactly this hippocampus unconsciously decides whether we should trust a person, a product, or a service. The hippocampus sends out imperceptible buying signals that are difficult for us to consciously control. These are raised eyebrows, a positive decision gesture of the finger horizontally on the mouth, or slow hand rubbing. Also, repeated handshakes during the greeting are a positive signal and can be understood as the hippocampus looking forward to suggestions and ideas. The legs speak the most honest language. Whether standing or under the table, the toe direction shows interest. If the toes are not directed towards the conversation partner, the head is probably already elsewhere. When salespeople speak too quickly, the foot automatically slows down. Feet pulled under the chair are seen as helpful or rushed. Fidgeting legs (happy feet) indicate anticipation. "Elmar G. Arneitz" Everyone can learn the most important signals of sales body language in just one day and use them for a lifetime. If companies would train more body language and fewer techniques, sales would automatically increase in the long term!" Elmar G. Arneitz is the author of "The Secret Power of Communication." Elmar G. Arneitz's profile: https://www.deutsches-rednerlexikon.de/lexikas/rednerlexikon/redner-finden/detail.php?id=1247&from=suche&start=0