Using NonVerbal Communication in Sales Negotiations

Sales Pro Source
August 8, 2012 — 1,163 views  
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Being an effective and successful sales professional requires many characteristics. A sales professional must recognize and take advantage of opportunities, maintain optimism, be a visionary and innovator in challenging times and consistently display resourcefulness. However, if you are a salesperson, another important aspect you should be versed in is nonverbal communication. Sales negotiations are in many ways contingent on the things you don't necessarily say, but what you do with your body gestures and overall demeanor. Understanding how nonverbal communication plays a role in your sales can help make you a more effective negotiator.

According to the Harvard Business Review, nonverbal communication including physical gestures, eye movements, facial expressions, paraverbal cues, posture and personal space can all make a major impact on your communication during sales negotiations. One person's behavior can affect what others think and do and in a professional setting where you are trying to convince another why your product, service or upgrade is in their best interest, knowing how to make the most of this is essential.

There are certain themes that experts often reference. For instance, it's important to accept the fact that you communicate far more information to others than what is simply conveyed through your words, and sometimes your nonverbal demeanor can contradict the words you are saying.

Experts agree that around 75 percent of communication is nonverbal, so practicing methods for more effective nonverbal communication can make you a better sales professional and negotiator. This begins with your tactile communication, or your touch and physical contact with the client or other person - particularly the initial handshake. A firm handshake traditionally tells a person you are trustworthy and assertive. You should also pay attention to your vocal cues or auditory communication.

Furthermore, speak at a loud yet comfortable volume so others will know you are confident in what you are telling them. If you are quiet or your voice wavers during a sale pitch, you may come across as someone who doesn't really know what he or she is selling or, worse, that you are unsure of yourself. Your physical appearance can also say a lot about you and your company. Maintain a professional, well-groomed appearance so your client will know you are taking the tasks at hand seriously.

Body language and nonverbal communication can be everything in negotiation, however, you should rest assured that nonverbal communication is an art, and you will only get better with practice.

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