| As we return to face-to-face selling, it's a good time to review the importance of nonverbal communication.
Psychologists observe that most of what we communicate is less about what we say and more about how we say it. Non-verbal communication, which encompasses tone of voice, facial expressions, hand gestures, and body language, has a significant impact on the effectiveness of your message.
In sales – and life – if your words don't match your non-verbals, others won't believe your words. Instead, what they see in your expressions and feel in your tone is what they "hear."
Look at the four pictures above. Now repeat the phrase, "I can't believe this is happening to me," and match your tone with her four facial expressions and body language.
Each time, the words are the same. Yet the feelings and impacts are very different as she expresses anger, pensive, resignation, and delight.
In your in-person meetings, be aware that your prospects discern your non-verbal communication cues. Regardless of whether your non-verbal communication is intentional or accidental, prospects size you up.
Make a conscious effort to express your interest, appreciation, and desire to be of service to them through your tone, facial expressions, hand gestures, and body language. It's part of being a sales professional.
Pay attention to your nonverbal actions, and you'll notice the difference in your next meeting.
Good luck and good selling
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