July 06, 2020

Situational Awareness

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