Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

Now that you understand body language you need to begin to get a firm grasp on the types of objections people are giving you – whether through their body language or verbally.

I have found in business there are three main types of objection and five ways in which you can react or respond to those objections once you identify them.

Let’s start by looking at the three main types of objection. They are:

• Openly expressed – in which the individual tells you exactly what his problem is;
• Inferred or implied – in which a person lets you know that there is a problem but does not necessarily tell you what that problem is; and
• Disguised or hidden – in which a person does not let on that there is a problem at all or attempts to hide his discomfort.

When faced with these objections you can take one of five actions:

• You can attempt to pre-empt the objection by perceiving what it might be in advance and addressing it;
• You can ask the individual in question what the problem is and ask follow up questions until you are clear on the issues and can formulate a response;
• You can agree with the objection and then counter with your own;
• You can simply address the objection by providing answers that solve the problem; or
• You can accept that the sale is dead and end your meeting. Move on to someone who will have more interest in you and your products.

It’s up to you, as the salesperson, to recognize the objection and react. You can not, especially in the case of a disguised objection, act as though you are completely unaware. Make the right choice and you’ll gain a loyal customer. Make the wrong choice and you may as well go back to your desk and start cold calling again.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Today we’re going to explore the last major part of the body involved in reading body language – the legs.

Reading body language based soley on the activity of the legs is difficult – often impossible. In most cases you have to consider the activity in the legs along with other signals such as the arms and torso or the face.

Start by looking at the legs alone, though. If the person you are speaking to is bouncing or fidgeting with his legs he is conveying some sort of negative emotion. Leg fidgeting usually signals that an individual is feeling some type of anxiety or sense of uncertainty.

A person who fidgets his legs and crosses his arms is sending a very distinct message. He has closed himself off from you. He’s uncomfortable, uninterested, or angry.

If you notice a person fidgeting or closing himself of you’ll need to take a moment to figure out what went wrong. Does your prospect or client have an unanswered question? Did something about your presentation make him uncomfortable?

Take the time to STOP and ask them what they think. Most people are more likely to tell you how they feel after being asked than they are to stop and tell you on their own.

Being able to effectively observe a person’s body language isn’t something you’re going to be able to do overnight. It’ll take practice but, in the end, the results will be well worth the studying effort. Keep working at it and you’ll be suprised at how much you can read into people as you make your future presentations.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Let’s dive right in today as we continue our exploration of body language. The third thing we need to consider as we learn about body language is the way people hold their arms and torso. In short, a person will either offer you a closed posture or an open posture. Closed postures tend to be negative while open postures tend to be positive.

So what are some of the closed postures you might see?

• Crossed arms are very common but don’t misinterpret them. A person with crossed arms may be protecting himself but in some cases may just be cold.
• Hunched shoulders usually indicate that a person feels inferior but in some cases may convey a sense of disinterest.
• You may see people who exhibit very rigid body postures. In most cases these people are either very anxious or uptight. But why?
• Finger tapping or fidgeting hands usually indicate that a person is anxious, agitated, or bored. In some cases it means that the person has something to say. Have you been running at the mouth too long?

While negative postures may be discouraging, don’t lose heart. Take them as signs that there may be an issue that needs to be addressed. Hopefully, after doing so, you’ll begin to see some of the more positive open postures:

• People who remain very still are usually interested in what you have to say.
• Individuals who lace their fingers and place their hands behind their head are very open to your ideas.
• Those who lean forward are usually interested in hearing your words.
• Individuals who mirror your own actions are conveying that they like you and what to hear what you have to share.

The arms and torso reveal a lot about what a person is thinking. Combine this information with what you’ve learned about the eyes and face and you’ll be well on your way to successfully reading body language and using those readings to enhance your presentations.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Today we’re going to continue our exploration of body language and take a few minutes to learn about the facial gestures people make. As a speaker you’ll find that you often look around when you speak but it is important to become conscious of this habit and make eye contact with the person you are speaking to. This will both help them to understand that you are speaking to them directly and will give you the opportunity to study the face for reactions to the words you are saying.

The eyes may be the window to the soul, but there is certainly more to the face than the eyes. The second most important part of the face is the mouth. Watch the mouth of the person you are speaking with and look for the following:

• Smiles or upward curves in the corner of the mouth usually indicate a positive reception.
• Frowns or downward curves usually have a negative connotation.
• Relaxed lips are usually a positive sign and reflect happiness.
• Tightly pursed lips tend to reflect a sense of confusion, negativity, or discomfort.

Combine what you know about the lips with what you already know about the eyes and it’ll be even easier to confirm the emotions your prospect is conveying. The trick now is figuring out what to do once you’ve identified a negative emotion. How will you handle the perceived objection?

Sean

Sales Expert - Marketing Consultant – Motivational Speaker