Do you realize the power your body language holds? It can literally make or break you next sale. With that being said, you can use body language to your advantage… if you know how. Here are nine body language mistakes you should avoid at all costs when meeting with a prospect or client.
Not making eye contact with the client.
This makes you look shifty, so always try to keep eye contact for at least one second before looking away.
Leaning back or too far forward.
Sit upright or lean slightly forward. Leaning back puts you at risk of looking arrogant and lazy while you will appear overly aggressive if you lean too far forward.
Crossing your arms over your chest.
While this may feel more comfortable to you, it will make you appear defensive to your client.
Nodding too often.
Yes, you want your prospect or client to know you are engaged, but if you nod too much you will look unfocused. Instead, nod once or twice periodically, and then remain still.
This type of nervous energy can be very distracting and makes you look uninterested.
Hiding your hands.
If you are apt to fidget, you may try to hide it by holding your hands in your pockets or behind your back, but don’t! It will make you look stiff and unapproachable.
Sending mixed messages.
If what you say or how you say it doesn’t match your facial expressions, you will send your client a mixed message which can be deadly to the sale.
Shifting your eyes upward.
Although many people do this naturally during conversations, it is oftentimes a sign of deceit. So, be conscious of where you look during client meetings.
There is a fine line between making good eye contact and staring down a prospect or client. So, avoid appearing too aggressive by looking away occasionally to break your stare, and then look back again.
There are plenty of other ways to can use your body language to your advantage or disadvantage. However, avoiding these common mistakes will help you make a better impression on your clients and give the signal you can be trusted. What other body language cues have you learned to never give prospects or clients? Share them in a comment below.
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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