June 26, 2020

Attraction and Rejection

The conscious mind is capable of planning and manipulating.
This is what makes us able to lie with our words.

And people will lie for various reasons. They’ll tell little white lies to avoid hurting somebody’s feelings. For example, they might tell a lie to soothe the sting of rejection.
“It’s not you, it’s me.”

Of course, we’re capable of far larger lies than that, but you get the picture.

The point is that we often use the words that people say to us as a means of determining how they feel about a subject. We either trust them on the basis of those words or we don’t.
However, their words are only part of the full picture.

Furthermore, their words are something that they can control. They come from the conscious mind, which means they can put thought into what they say before they say it.
Why is this important to a salesperson?

You have to look beyond what the conscious thought produces to find out what a client really feels and thinks about a deal. The words they say may be the little white lies that someone tells to get you to finish talking before they back out.
The true gauge of how somebody feels about the deal comes from the unconscious reactions.
In other words – their body language.

Body language is innate. It’s hardwired into our biology and it’s something that we don’t control.
If you’re able to assess what all of the little gestures mean, you can gauge where you are in your relationship with a client.
You can tell what level of attraction or rejection there is for the deal. And in doing so, you eliminate the guesswork involved in how to handle the client.

Here’s the important thing to remember.
The first reaction that anybody gives to you comes from their body. What they say after may not match up with what their body language tells you. Misunderstanding people will cost you in real money terms, learn to read all the signals to do more deals.

This is just one of the many ways you can use body language to influence a client. Book your training session with Frontier Performance to learn more about Body Language