Author Archives: Toni

With our last few posts, we’ve spoken at length about the subject of body language.
We’ve discussed why it’s important and how it can help you to influence others. We’ve also covered a few of the techniques that you can use to create that influence.
And beyond that, we’ve examined some of the wider issues around body language, such as the potential for misinterpretation.

Now, let’s look at a few things that you need to start paying attention to today. These are the things that you need to start doing whenever you’re in front of a client.

-Think of this as a cheat sheet. If you do these things, you’ll have a better chance of influencing the client:
-Look directly at the client to show them that you’re engaged in the conversation.
-Never look down or away before you make an important point. This indicates a lack of confidence in what you’re about to say.
-Avoid blinking excessively. This is a sign of anxiety and the client may think that you’re trying to hide something.
-Use head and hand gestures to emphasise the points that you make. Remember that this is essentially showmanship. These gestures don’t have to be huge but they need to be there.
-Keep your hands and elbows away from the body so you avoid looking like you’re closed off.
-Don’t make hand-to-face gestures, such as covering your mouth while you’re talking. Again, many will see this as a sign of dishonesty.

Don’t smile out of context. Smiling is a powerful tool but it can also come back to bite you if it doesn’t suit the situation.
Remember those things and you’ll stand a better chance of using body language to influence people.

Of course, there’s so much more to learn if you want to achieve mastery of your body language.

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

Have you ever noticed how football players can sense things when they’re not even looking at a person?
For example, they can anticipate a tackle that’s coming in from the side. They don’t need to look directly at the tackling player. They just seem to be able to sense that they’re coming and can adapt accordingly.
But if that tackle comes in from behind, they’re not able to adapt. That’s usually when the most serious injuries happen for a football player.

This ability to sense what’s happening around them isn’t some supernatural gift.
It’s simply the use of peripheral vision.

Raise the index fingers on both of your hands and hold them together. Now, slowly move them apart until you they’re behind you.
You’ll notice that you can still slightly see, and certainly sense, where your fingers are when they’re at the side of your head.
That’s peripheral vision, and it’s something that you can leverage when you’re trying to read somebody’s body language.

When you’re talking to somebody, you’re usually looking into their eyes. Or, you’ve chosen a point, often above the eyebrows, to focus on.
It’s here where you can start to use your peripheral vision.
We call this “furthering your vision”.

While you’re focused on that one point, use peripheral vision to get a sense of what the other parts of their body do. You may notice a twitch in the hands. Maybe you’ll see their feet move towards or away from you.
You’re catching onto these things without focusing on them directly. In doing so, you’re getting a better sense of whether that person’s accepting or rejecting you.

As we’ve mentioned before, the idea is to put all of the gestures together to create the full picture.

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

Have you ever noticed that clients tend to get really anxious before they sign on the dotted line?
Their body language tells you that they’re nervous.

Their breathing gets a little shallow and they may even start to sweat. You’re not likely to get the tugging on the shirt collar that you’ve seen in movies.

But it can happen.
Then, they sign the contract and say something like “…God, it’s all over.”
There’s this relief in their voice because they’ve taken an action that moves them out of a tense situation. Watch their body too. You’ll see the tension melt away. The shoulders will relax and they may even crack a smile.

The problem is that this relief comes after the deal gets made.
All of the tension that leads up to that moment is what can lead to a client deciding to say no.

This is where you can use your own body language as an influencer.
Your goal here is to create that feeling of relief before the client has to sign on the dotted line. By doing that, you’re making them feel more comfortable with the situation, which increases the chances of them signing.

All you have to do is change the order of things.
Show relief yourself before they sign.

There are all sorts of subtle gestures that you can use for this. A relieved sigh is one of them, as is the relaxing of your shoulders. As you do this, subtly nod your head to indicate agreement.
Then, say something like: “Well, it looks like we’re there then.”

In a previous post, we spoke about mirroring body language.
Your show of relief is something that the client will mirror. They’re releasing all of the tension they’re feeling, which means they’re more likely to sign. The majority of people will make decisions faster when there is no tension at certain parts of the deal. Learn when to release it to get the client relaxed enough to go ahead with you.

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

The topic of influence is a very important one for salespeople.
You want to learn how to use your body to influence somebody else’s mind. In previous posts, we’ve spoken about a couple of small techniques that may help you to do this.
Now, let’s talk about the subject of mirroring body language.

Imagine that you have a potential client sat across the table from you. You’re aiming to build a relationship with that person. You need them to trust you before you can influence them.
This is where mirroring body language can help.

Observe what the client’s doing with their body. Perhaps they have their legs crossed or they’ve placed their hands on the table.
Subtly mirror those movements.

The idea behind this is to show solidarity with your client. Using your body, you’re telling the client that you think the same way that they do.
These are things that we do subconsciously when we’re around people that we already trust.
For example, if a friend smiles at you, you’re going to smile back. If somebody yawns near you, the odds are fairly high that you’ll also yawn.
Humans have used this subtle mirroring to create bonds since before we had the ability to talk.

Here’s where the difficult part comes in.
Once you’ve started mirroring the client’s movements, you’ve established that you’re on the same wavelength.
Now, you can start influencing their movements.

For example, the client had their arms crossed so you cross yours too. This is a closed-off gesture that you want to open up.
While talking, open up your arms and place them by your side or on the table.

Then, examine the client.
Ideally, they’ll mirror your movement as a natural response to you mirroring theirs earlier.

You copy, then change.
This is a complex technique that won’t always work. However, it can help you to influence your clients so that you get what you want out of a deal. You have to become a master of spotting resistance and overcoming it as it is crucial to closing.

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

Over the last few posts, we’ve looked at some specific body language gestures to look out for when examining the face.
We’ve also shared a couple of techniques that you can use to assert influence.

Now, let’s talk about a broader concept – situational awareness.
In the army, situational awareness is all about what happens when a soldier enters a combat zone.
The soldier will scan the environment to find anything that presents a danger to them.
You can often tell if somebody’s been in the army because of this. If you see a person who’s constantly scanning the street as they walk, the odds are high that they’ve received this training.

Why is this relevant to you as a salesperson?
In a sales environment, situational awareness is all about scanning the other person’s body language.
You’re looking for the small gestures that tell you how the person feels about the environment that they’re in.
This is another important thing to remember when you’re selling. The client isn’t just reacting to the things that you do or say. They’re also reacting to the environment around them.
For example, if you’re negotiating in an enclosed room, this may make somebody feel anxious. That anxiety may manifest in the non-verbal cues that they give you.
However, you may make the mistake of thinking those cues come as a result of something that you said.

A misinterpretation of the body language occurs.
You change your strategy even though the environment is the bigger problem.
Having awareness of the situation that you’re inviting someone into can help you to influence their behaviour. It also has an impact on their body language, which you need to account for when negotiating.

At Frontier Performance, we’re able to show you all of the things that affect somebody’s body language. We can also help you to master your own so that you become more influential. Trust is often developed in the first few minutes, learn to do this deliberately and see you deals close rapidly.
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

In our last post, we started to talk about how you can use your body language to influence others.
We’re going to stick with that subject here and introduce another useful technique.
This one’s called the eyebrow raise.

The reason why this body language technique will help you is that it’s a way for you to encourage compliance. For example, you may have a contract that you want somebody to sign. With this technique, you improve the chances of getting that signature.

Here’s how it works.
You’re sat across from the client and you’ve just delivered a piece of information that you want them to agree with. There’s a contract on the table and there’s a pen by your side.

This is where you stop talking.
You’ll take the pen that’s on the table and arch your eyebrows while maintaining eye contact with the client.
As you do this, you’ll also make a slow forward movement.

The person feels compelled to take the pen out of your hand and to agree with your assertion.
Subtlety is the key to this technique. You can make what you’re trying to do very obvious if you grab at the pen or lean forward too quickly.

That comes across as desperate, which turns the client off.
Each movement has to be subtle and controlled, though not so slow that the client gets impatient.
One of the best things about this technique is that you can use it when sitting or standing.

The important thing is that it encourages compliance.
That’s just one of the many body language techniques that Frontier Performance can show you.
Of course, using the technique means little if you don’t know why it works so well. The Payoff is you can achieve a closing ratio that is close to perfect.

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

So, you know what you’re looking for in the eyes when you’re reading someone’s body language.
Let’s stick with the face and examine the head tilt.

Again, we’ll give you the reminder that this single gesture doesn’t tell you everything. Read it alongside all of the other gestures that give you the whole picture.
Imagine that you’re sat across the table from an analytical person. You’re negotiating the deal and you’re trying to influence them into seeing your side of things.
The way you move your head influences their thought processes.

We’ve chosen the analytical type of person so we can tell you exactly what to do with them.
When delivering information to this personality type, you should slowly nod your head as you do it. As importantly, you need to tilt your head slightly to the side as you nod.
What you should see is that the client mimics the action.
Monkey see, monkey do.

The reason you’re using this head movement for this personality type is simple.
It’s what an analytical person does subconsciously when they’re processing information. By making this subtle gesture, you’re non-verbally telling them that this is an important aspect of the deal.
That means they’ll focus more intently on what you’re saying.

The nodding also tells them that this is something that you want them to agree with. Of course, they don’t realise that’s what the gesture means. But subconsciously, they’re persuaded to agree with what you’re saying.
This is where you get into the realm of influence.

If you can influence somebody’s body language, you can influence their mind.
Of course, this is only one example based on negotiating with one personality type.
There’s a lot that you need to learn before you recognise what different head movements mean or how to use them to your advantage.

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

Previously, we spoke about how rapid blinking can give the game away when you’re talking to a client.
If they’re blinking rapidly, they’re either anxious or trying to hide something from you. If their eyes open wide, they likely have an interest in your offer.

We’re going to stick with the eyes in this post and look at something that takes quite a lot of skill to master.
Beyond blinking, you also want to look at the client’s pupils.

Even if somebody has mastery over other aspects of their body language, they can’t control their pupils.
When their pupils dilate and get bigger, it’s usually a sign that they’re either scared or interested.

Which one it is depends on the other gestures their body makes. Again, it comes down to reading the whole picture.
But coming back to the pupils, this information comes from Dr. Paul Ekman. He’s a Harvard-based psychologist who’s the foremost authority on reading people’s facial expressions.

According to an article on The Ekman Group website:
“Dilated pupils are another indication of tension and concentration. This can show up both when liars are thinking hard and when they’re feeling anxious.”

However, he also stresses that dilated pupils could also mean that they’re overthinking details due to their anxiety. They could still be telling you the truth, even if their pupils suggest otherwise.
This is why so many world-class poker players wear dark glasses. They don’t want anybody to read what’s going on with them based on how their eyes react.

The message to take away from this is the same as we’ve conveyed in the other posts we’ve sent.
The pupils can give you some insight into what a person’s feeling and whether they’re being truthful.

However, they can also lead you to a false positive.
Examine the pupils and see how they fit into the wider picture. Do this well, you can close your deals fast, do this poorly and you’ll miss out on seeing opportunities to close.

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

In our previous post, we spoke about the importance of looking at the whole body over a single gesture.
You need to look at the face, body, and legs.
Only then can you get the whole picture. But of course, you need to know what to look for in each area.

So, let’s start with the face. More specifically, you need to know what to look for in the client’s eyes.
Look at how much the client blinks while talking to you. Rapid blinking is usually a sign of either anxiety or deception. Either way, the eyes are telling you something that the client’s words may not reveal.
Think about when a child goes into a toy store and they see something that they really want.

Their eyes go wide, which is a sign that they love what they see.
They stop blinking because they want to take more information in.

By contrast, rapid blinking suggests that the person doesn’t want to take more information in. Or, they’re trying to hide something from you.
If you’ve ever seen the famous video where Bill Clinton denies his relationship with Monica Lewinsky, you can see this in action.
Clinton blinks rapidly throughout his statement, which is an indicator that he’s lying.

We’ve examined videos of people who are telling the truth and people who are lying. These examinations show us that the average blink rate falls between 60 and 70 blinks per minute.
That shoots up to about 120 blinks per minute if they’re lying.

Salespeople can use this knowledge to get some insight into what the client’s really thinking.
They may tell you that they’re interested. However, that blinking rate allows you to see right through the deception or the anxiety that they’re feeling.

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

In our last post, we mentioned the danger of only looking at a single gesture.
The closed fist may not mean what you think it does when taken in the context of the whole picture.
That misinterpretation of a gesture could cost you a deal. It could lead to you changing a working strategy to something that isn’t as effective.

When we read body language, we look at three things:
– Face
– Body
– Legs

Here’s an example.
Let’s say that you’re selling televisions and you’ve talked about a particular model with your client. They’ve shown interest based on what you say.

So, you show them the product.
Now, it’s time to read the reaction.

The client says “hmm” and their face scrunches up a little bit. They take a step closer to the product and lean in for a closer look. However, their body seems tensed up.
What does that tell you about how the client feels about the product?
If you’ve only paid attention to the legs, you’ve seen them take a step forward. This would indicate that they have a genuine interest in the product.

Again, that’s the danger of only looking at a single gesture.
While they may have taken a step forward, that slight scrunching of the face when they said “hmm” shows that there’s a problem. So too does the tensing of their body as they lean in for a look.
While the legs may tell you that there’s interest, the face and body tell a different story.

The client isn’t impressed by the product. And at this point, they may not trust you because they’re looking at the product based on what you told them.
You have to look at the whole picture when assessing body language.

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