A keen ability to observe your surroundings and understand the situation is a valuable skill in sales. Paying attention to the appearance and behavior of the individual you are meeting can provide rich clues about their state of mind. Much of what we need to know about others can be gathered through careful observation, allowing us to interpret non-verbal cues related to their energy levels, feelings, and readiness to engage in a sale.
Key Observational Elements
Body Movements
- Open vs. Closed Posture: Are they exhibiting open, relaxed movements and making eye contact, or are they fidgeting? Crossed arms or a turned body can indicate discomfort or disinterest, but these clues should be interpreted cautiously.
Facial Expressions
- Engagement Indicators: Notice if they are facing you with an alert expression and appearing relaxed. Signs that you may have lost their interest include yawning, rolling eyes, or checking their watch. A tense or worried facial expression may indicate concern or discomfort.
- Corporate Dynamics: Generally, individuals higher up in organizations may smile less frequently, so don’t be put off by a serious demeanor. Your ability to connect with decision-makers will improve your success in business-to-business selling.
Grooming
- Attire and Grooming: Careless attire or poor grooming can suggest a lack of self-respect or interest in the meeting. Conversely, you should ensure your grooming is impeccable to make a positive impression.
Understanding Behavioural Cues
- Energy Levels: If someone seems restless, engaging them in the presentation can help maintain their interest. If a person makes practical comments, ensure you highlight the practical features and benefits of what you are selling. Others may prefer small talk before diving into business, while some might want to get straight to the point.
- Posture: Pay attention to the posture of others—whether it’s relaxed or tense, straight or slouched. While it’s important not to jump to conclusions based solely on posture, maintaining a posture that would make your mother proud reflects confidence and professionalism.
The more you meet and engage with different people, the easier it becomes to read these cues and adapt your approach accordingly.
