Reading subtle body language is a critical skill in making sales work. Even the average sales person can read the obvious signs like the receptionist rolling her eyes, the customer who “suddenly takes a phone call” when you enter the office, or the cold shoulder of someone who’s rude. Making sales work requires that you be aware of these signs and much more. Begin watching for these signs below…and be prepared to adapt your call accordingly.
- Customer stands in the lobby rather than invites you to their office –
(1) they want to be polite but they’re very busy right now, or (2) they respect you but they’re not interested at this time. The fact that they came out to see you communicates that they value you, even if they don’t want to hear you out. - Customer waves at you and smiles…but doesn’t come to greet you—
this often means they respect you and value what you have to say, but really don’t have time to talk right now but may the next time you come by. - Customer invites you into their office but doesn’t sit down—
they value you & your message but they are busy or they’re concerned that you will stay too long if you sit down. Be sure to never over-stay your welcome and do not sit down unless invited to do so. Sitting down means you plan to stay awhile. - Customer invites you to their office and invites you to sit down—
the customer is inviting you to talk with them and they have time for you. Ask to confirm if they have time…and how much time..so you don’t overstay your welcome by becoming too comfortable or casual. - Customer opens or closes a project or item on their desk—if they appear to resume doing small tasks, especially packing or closing items on their desk, they probably have an appointment or something they need to return to doing. Politely begin to pack your items and stand up to let them know you’re not going to stay longer.
How effective are you in making sales work? Experts say that most sales people only spend 1/5 of their day on things that actually generate sales…and up to 4/5 just being busy. The mediocre sales person and the effective sales person both have the same number of hours every day…the difference is time management. Learn how to become more effective. E-mail jwinkley@business-by-design.biz to find out more about our weekly sales training and webinar employee training.