{"id":3778,"date":"2016-09-01T16:41:00","date_gmt":"2023-10-18T16:41:04","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3778"},"modified":"2023-10-18T17:35:54","modified_gmt":"2023-10-18T17:35:54","slug":"master-body-language","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/master-body-language\/","title":{"rendered":"How to Master Body Language: The Unspoken Sales Tool"},"content":{"rendered":"\n<p>Nonverbal communication is essential, especially since body language is 55 per cent of effective communication. Your eyes, voice, arms, hands, and full body positioning all play valuable roles in helping you build a connection with others. Furthermore, when you take note of another person\u2019s body language, you can tailor the conversation\u2014and salespeople can be more aware of how a potential customer is responding to a pitch.<\/p>\n<p>When a prospect is making eye contact, smiling, nodding, and using open-handed gestures, they are actively engaged in the conversation and interested in what you have to say. Make sure you\u2019re facing one another and slightly leaning in to show the conversation is important.<\/p>\n<p>Even when communicating in a large group, such as during presentations, eye contact and physical acknowledgments of other people\u2019s presence will help you connect with your audience. Or, alternatively, they\u2019ll help you, as an audience member, have a more personal connection with the speaker.<\/p>\n<p>Paying attention to body language helps everyone in business. Most importantly, it helps salespeople connect better with their contacts. More details about specific body language, and how it translates in a conversation, are in the infographic below.<\/p>\n<h2>How to Master Body Language: The Unspoken Sales Tool<\/h2>\n<ul>\n<li> Up to <b>90% <\/b>of communication is nonverbal<\/li>\n<li><b>The effectiveness of communication<\/b><\/li>\n<li><b>7%<\/b> Words<\/li>\n<li><b>38% <\/b>Tone<\/li>\n<li><b>55%<\/b> Body Language<\/li>\n<\/ul>\n<ul>\n<li><b>How people take in information<\/b><\/li>\n<li><b>82%<\/b> Eyes<\/li>\n<li><b>11% <\/b>Ears<\/li>\n<li><b>7%<\/b> Other senses<\/li>\n<\/ul>\n<ul>\n<h3>Improve your body language<\/h3>\n<li><b>Eyes<\/b>\n<ul>\n<li>Eye contact helps build a connection<\/li>\n<li>Make eye contact at least half of the time\n<ul>\n<li><b>Too much eye contact<\/b> may make others feel uncomfortable<\/li>\n<li><b>Too little eye contact<\/b> may make others find you insecure or lacking interest<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Voice<\/b>\n<ul>\n<li>Match the speaking speed of others in the room\n<ul>\n<li><b>Speaking too fast <\/b>may make others feel pressured<\/li>\n<li><b>Speaking too slow <\/b>may make others think you are talking down to them<\/li>\n<\/ul>\n<\/li>\n<li>Periodically <b>nod <\/b>when listening to someone speak<\/li>\n<\/ul>\n<\/li>\n<li><b>Arms<\/b>\n<ul>\n<li>Avoid <b>crossing your arms<\/b>\u2014this may make you appear closed off or defensive<\/li>\n<li>Keep your arms <b>relaxed <\/b>and at your sides<\/li>\n<\/ul>\n<\/li>\n<li><b>Hands<\/b>\n<ul>\n<li>Placement\n<ul>\n<li>Keep hands <b>relaxed <\/b>and in front of you or at your sides<\/li>\n<li>Makes you seem <b>calm<\/b>, <b>cool,<\/b> and <b>collected<\/b><\/li>\n<\/ul>\n<\/li>\n<li>Handshake\n<ul>\n<li>Mirror the other person\u2019s handshake pressure\n<ul>\n<li><b>Too much pressure <\/b>may come off as domineering<\/li>\n<li><b>Too little pressure <\/b>may make others think you have low self-confidence<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Stance<\/b>\n<ul>\n<li>To appear more <b>confident<\/b>\n<ul>\n<li>Stand up straight<\/li>\n<li>Lean slightly forward<\/li>\n<li>Have shoulders back and relaxed <\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>\u201cPlaying high\u201d vs. \u201cPlaying low\u201d <\/b>\n<ul>\n<li>Physical language of <b>authority <\/b>is called \u201c<b>playing high<\/b>\u201d\n<ul>\n<li>Use when you want to show you are <b>in charge<\/b>, like during a presentation<\/li>\n<li>People who \u201c<b>play high<\/b>\u201d often exhibit these behaviors:\n<ul>\n<li>Hold head still<\/li>\n<li>Speak in complete sentences <\/li>\n<li>Hold eye contact while talking<\/li>\n<li>Use great, sweeping gestures<\/li>\n<li>Occupy maximum space<\/li>\n<li>Lean back<\/li>\n<li>Slow down when speaking<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Body language of <b>approachability<\/b> is called \u201c<b>playing low<\/b>\u201d\n<ul>\n<li>Use when you want to <b>make others feel good <\/b>about themselves <\/li>\n<li>People who <b>\u201cplay low\u201d<\/b> often exhibit these behaviors:\n<ul>\n<li>Place hands near their face while speaking<\/li>\n<li>Speak in incomplete sentences<\/li>\n<li>Glance around or look away<\/li>\n<li>Use jerky, fleeting movements<\/li>\n<li>Take up as little space as possible<\/li>\n<li>Lean forward<\/li>\n<li>Sound breathless<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Voice<\/b>\n<ul>\n<li>Use a <b>tone <\/b>that\u2019s appropriate for the topic and emotions of the discussion at hand.<\/li>\n<li><b>Change your tone and emphasize<\/b> important words or phrases<\/li>\n<li><b>Raise the pitch of your voice<\/b> during the last few words\n<ul>\n<li>Most important content is almost always at the end of a sentence or query<\/li>\n<\/ul>\n<\/li>\n<li><b>Projecting your voice<\/b> can improve the way people respond to you and can be achieved through:\n<ul>\n<li><b>Posture <\/b>\u2013 Stand straight with chin slightly raised and hip bones moved forward, engaging your core muscles. This helps to push air up and out<\/li>\n<li><b>Enunciation <\/b>\u2013 Be precise with consonant sounds and move your lips<\/li>\n<li><b>Confidence <\/b>\u2013 Nervousness can cause the throat to tighten, constricting airflow. Approach any speaking situation with confidence<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>Reading the Body Language of Others<\/h3>\n<ul>\n<li>Engagement and disengagement are the most important signals to monitor in your audience\u2019s body language.\n<ul>\n<li>Engagement behaviours indicate\n<ul>\n<li>Interest<\/li>\n<li>Receptivity<\/li>\n<li>Agreement<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement behaviours indicate\n<ul>\n<li>Boredom<\/li>\n<li>Anger<\/li>\n<li>Defensiveness<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Eyes<\/b>\n<ul>\n<li>Eye Contact\n<ul>\n<li>Three seconds: The length of time most people are comfortable making eye contact<\/li>\n<li>Engagement\n<ul>\n<li>Eyes are <b>wide open<\/b><\/li>\n<li>Amount of eye contact automatically increases<\/li>\n<\/ul>\n<\/li>\n<li> Disengagement\n<ul>\n<li>Eyes <b>narrow slightly<\/b><\/li>\n<li>Amount of eye contact decreases<\/li>\n<li> When people feel <b>bored or restless <\/b>they may avoid eye contact by:\n<ul>\n<li>Gazing past you<\/li>\n<li>Defocusing<\/li>\n<li>Glancing around<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Mouth<\/b>\n<ul>\n<li><b>Smiles<\/b> are often used as a <b>polite response<\/b> and to <b>cover up emotions<\/b><\/li>\n<li>Engagement\n<ul>\n<li>Someone who agrees with you will smile and nod<\/li>\n<li> <b>Genuine smiles<\/b> crinkle the corners of the eyes and light up the face<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement\n<ul>\n<li>Someone who disagrees with you will have\n<ul>\n<li>Compressed or pursed lips<\/li>\n<li>Clenched jaw muscles<\/li>\n<\/ul>\n<\/li>\n<li><b>Faked smiles <\/b>involve only the mouth<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li> <b>Gestures<\/b>\n<ul>\n<li>Engagement\n<ul>\n<li>A person is more receptive when their arms flow naturally in expansive, welcoming gestures<\/li>\n<li>Open-hand gestures are a positive signal<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement\n<ul>\n<li>A person is defensive or angry when they\n<ul>\n<li>Fold their arms across their chest<\/li>\n<li>Clench hands or fists<\/li>\n<li>Tightly grip their arm or wrist<\/li>\n<\/ul>\n<\/li>\n<li>A person is bored when they\n<ul>\n<li> Drum their fingers on the table<\/li>\n<li>Use a hand to support their head<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Shoulders and Torso<\/b>\n<ul>\n<li> Engagement\n<ul>\n<li>Faces you directly<\/li>\n<li>Mirrors your behaviour<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement\n<ul>\n<li>Turns their shoulders and torso away from you<\/li>\n<li> Shields their torso with a <b>purse, briefcase, <\/b>or <b>laptop<\/b><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Legs<\/b>\n<ul>\n<li>Engagement\n<ul>\n<li>Ankles gently crossed<\/li>\n<li> Legs stretched forward<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement\n<ul>\n<li>When a person is sitting with their feet\n<ul>\n<li>Pulled away from you<\/li>\n<li>Wrapped in a tight ankle lock<\/li>\n<li>Pointed at the exit<\/li>\n<li> Wrapped around the legs of a chair<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li><b>Stance<\/b>\n<ul>\n<li>Engagement\n<ul>\n<li>Leans toward you<\/li>\n<li>Stands more closely before or beside you<\/li>\n<\/ul>\n<\/li>\n<li>Disengagement\n<ul>\n<li>Leans back<\/li>\n<li>Creates more space between the two of you<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>Reading the Body Language of Others<\/h3>\n<ul>\n<li><b>Discussing sensitive issues<\/b>\n<ul>\n<li>Begin the conversation by <b>listening<\/b>, let them get their whole opinion out so you can respond <\/li>\n<li>Avoid putting up a barrier, like a <b>hand or bag<\/b>, between you and the person <\/li>\n<li><b>Nod <\/b>when they speak to show you are c<b>alm and engaged<\/b> <\/li>\n<\/ul>\n<\/li>\n<li><b>Giving a presentation<\/b>\n<ul>\n<li><b>Stand tall<\/b> to project confidence <\/li>\n<li>Make <b>eye contact<\/b> to connect with audience<\/li>\n<li>Project energy by <b>moving your body<\/b> and using the space around you\n<ul>\n<li>Illustrate points with <b>hands <\/b><\/li>\n<li><b>Point<\/b> at material or someone in the audience when they answer something<\/li>\n<li>Avoid using <b>podiums<\/b><\/li>\n<\/ul>\n<\/li>\n<li><b>Practice but don\u2019t memorize <\/b>speech to appear prepared but relaxed <\/li>\n<\/ul>\n<\/li>\n<li><b>When you\u2019ve made a mistake<\/b>\n<ul>\n<li>Put your face forward, chin placement is important\n<ul>\n<li><b>Too high<\/b> and you appear <b>indignant<\/b><\/li>\n<li><b>Too low<\/b> and you appear <b>weak<\/b><\/li>\n<li><b>Straight on and squarely in the middle<\/b> you appear<b> confident and sympathetic<\/b><\/li>\n<\/ul>\n<\/li>\n<li>Lay out your plan to fix the mistake and <b>illustrate it with your hands<\/b> as you&#8217;re speaking<\/li>\n<li><b>Raise your brow<\/b> and hold it up to wait for approval<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>Conclusion<\/h3>\n<p>Positive body language is an essential part of being an effective communicator. Recognizing ways to improve your own body language, as well as being able to read others\u2019 nonverbal cues, can make you a more well-rounded speaker and salesperson. <\/p>\n<\/p>\n<h3> <\/h3>\n<\/p>\n<p> <img decoding=\"async\" alt=\"\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/How20to20Master20Body20Language-20The20Unspoken20Sales20Tool_new-04.jpg?strip=all&#038;quality=95\"><\/img> <span id=\"authorRoot\" path=\"\/content\/blogs\/ca\/en\/authors\/\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>From eye contact to the position of your feet, body language affects communication. Learn all the details in this infographic.<\/p>\n","protected":false},"author":1,"featured_media":3780,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[4],"sf_content_type":[],"coauthors":[2],"class_list":["post-3778","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to Master Body Language: The Unspoken Sales Tool - Salesforce<\/title>\n<meta name=\"description\" content=\"From eye contact to the position of your feet, body language affects communication. 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