Being able to read body language is very important in business today. Managers are able to close sales and read deception by being able to decipher body language. Reading non-verbal cues is an essential skill that both supervisors and salespersons should have to aid them in being successful.
Body language is a type of non-verbal communication. Sometimes the way our body reacts says more than the words that we speak. Body language includes posture, handshakes, eye movements, the way we hold objects, our hand gestures, and how we position or move our legs. These simple body movements can actually show exactly how we are feeling. For example, when a child is caught telling a lie, he or she may look away or hang his head.
Some tips for reading body to help your business include being aware of eye movements, taking note of how people behave when they are relaxed and knowing when there might be deception. It is also important to know non-verbal cues that may help you to close a sale.
These simple tips can help managers and salespersons to be more successful at what they do.
Keep Note of Eye Movements
A person’s eye movements can say a lot about them. This is why some people wear shades when they are inside of a building. Eye movements can show interest, boredom, enthusiasm, and even fatigue. The smart manager will be mindful and know when to go more in depth to get the information that he or she needs. A salesperson will also know when to pursue the sale or talk about another product or service. Rolling eyes or gazing elsewhere shows lack of interest and constant blinking may show fatigue. Eye contact that is observant with dilated pupils shows interest in the subject.
Monitor the Relaxed State
A good salesperson or manager will monitor the people that they deal with when they are relaxed. This may be while they are waiting in the lobby before a meeting or when the employees are having lunch. Look at the way they position their legs and hands and if they play with their hair or any particular object. This is especially helpful when job interviews are being conducted because the manager will be able to take note of when the person makes a nervous movement or may be telling a lie.
Know When to Close the Sale
An effective salesperson must be able to read body language in order to close a sale at the right time. As stated previously, eye contact can tell a lot. The interested customer will be enthused and blink naturally while the salesperson is giving the presentation. Pupils may be dilated and the posture will be steady, whether seated or standing. However, while a customer may be giving the right body language cues, the salesperson should not be too pushy and should still listen to the customer if they are not ready to close.
Picking Up on Deception
Unfortunately, businesspersons have to be mindful that people can be deceptive and know when to pick up on these cues. Deception may come from customers, suppliers, or employees. However, face-to-face interaction can help to decipher body language that can alert you that the truth is not being told. Just as children tend to shift their eyes away from you when they are telling lies, adults do the same thing. Some people sweat while others fidget with an object. Managers have to keep an eye on this non-verbal cues because even a customer may tell a lie to get out of paying a bill.
Body language is very important in our day-to-day interactions. It can tell more about someone than the things that are shared verbally. Managers have to be able to decipher these non-verbal cues to close sales and detect deceptive behavior so that the business continues to grow and be successful.
About the Author: Joshua Turner is a writer who creates articles in the field of business. This article describes body language in business and aims to encourage further study with a Behavior Analysis Certification.