In last week’s blog “How to Make a $200 Sale,” we discussed tone of voice and what to say. Today, we are going to give you the final ingredient for improving your sales strategy. Behavioral studies have shown that when we communicate, 7% of our meaning is conveyed by words used, 38% by tone of voice, and 55% by our body language. Have you thought about what your body language is saying to customers?
Here are 5 steps to better communication:
1. Begin each interaction by mirroring your customer’s body language and verbal style.
2. If the customer is looking at a predesigned arrangement, pull it out of the cooler and hand it to them. If it is too large to hold, put it on the counter so they can get a closer look. TIP: It is harder for a customer to say “no” to something that is already in their possession.
3. Be subtle with your eye contact. Constant eye contact can put some people on edge.
4. After the customer has made their choice convey your approval by giving a slight nod.
5. Then complete the experience by walking them to the door or if it is a large arrangement place it in their car for them.
These steps may seem like “no brainers.” However, studies have shown that the average salesperson forgets about their body language after the initial smile. By taking this extra effort you will find that your average sales will not only increase but, your confidence will as well.