Holding their attention with your body language

Many reps tell me that they have trouble holding the attention of their prospects and customers. Observing them in the field I can see why. Many reps lean on the customer's counter or slouch back and give their presentation. To hold people's attention it is important to use good assertive body language. Stand up straight, use your hand gestures to support what you are saying and make eye contact. Taking a more relaxed posture tells the customer that what you have to say is of no importance. When presenting you need to use every fiber of your being to engage the customer and hold their attention.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

Puhing their buttons

Some years ago, John T. Malloy (Author of the classic Dress for Success) conducted a research project with a group of purchasing agents. He gave them two buttons, one labeled positive, the other negative. The agents were instructed to press the appropriate button when they had formed an opinion of the salespeople who were calling on them. In 94% of the cases when they pressed the "negative" button, they did so before the rep had chance to say a single word. This study points out the importance of appearances. It is important to dress professionally, use good posture, to pay attenion to body language and most of all smile. If you approach a customer timidly, this may perceived like you're trying to hide something. Remember prospects and customers are always "judging your book by its cover."

Keep Smiling, Keep Selling!

Thanks

Jim Busch

Think Fast--You customers do!

In his book "Blink" author Malcolm Gladwell addresses the subject of "rapid cognition." Researchers have found that people tend to form opinions of others within 2 seconds. This means customers have made up their mind about you before you ever have a chance to speak a word. This is why, like a stage actor, you have to be hyper conscious of your "entrance." You should walk into a customers business like you are there for a reason. You should step confidently and smile. Hunched shoulders or a halting speech will leave the wrong impression. From the moment you get out of the car you are on stage! Doing this has the collateral benefit of increasing your confidence. There is evidence that if you fakes it until you make it, your positive body language will transform your outlook.

Keep Smiling, Keep Selling!

Thanks

Jim Busch