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Commonplace but Study-Based Nonverbal Sales Tips that Work
COMMONPLACE BUT STUDY-BASED
NONVERBAL SALES TIPS THAT WORK
TO KNOW WHEN
AND HOW TO
Ask questions to understand
your prospect’s needs
Don’t introduce a product
Speak to prospects as if
they’re your friends
Sales isn’t just about words, though.
Gestures also play an important role.
IF YOU’RE SERIOUS ABOUT CLOSING A
DEAL, KEEP THESE STUDY-BASED
NONVERBAL SALES TIPS IN MIND.
In a study conducted in 2005, subjects were asked to
rate their thirst and hunger. Then they were exposed to
a series of subliminal photos of happy, angry or neutral
faces – masked each time by a neutral face.
Source: UCSD News
Happy, neutral, or angry
(subliminal – 16 msec)
(visible – 400 msec)
AFTERWARDS THE SUBJECTS WERE ASKED TO TASTE AND
EVALUATE A SMALL, PREDETERMINED SAMPLE OF A DRINK.
Subjects with a high level of thirst who were subliminally
exposed to a happy face said they would be willing to
pay more for the drink and would want more of it.
Source: UCSD News
EXPOSED TO A happy Face An angry face
Willingness to pay 38 cents 10 cents
Wanting more half-cup 1-2 sips
During a normal conversation, a person should
make eye contact 60% to 70% of the time, to create
a sense of emotional connection.
Source: WSJ | Forbes
USE EYE CONTACT WISELY
However, while eye contact
may signify trust and empathy
in friendly situations, it can
also be associated with
dominance in adversarial
IN ONE STUDY, RESEARCHERS TRACKED THE
PARTICIPANTS’ EYE MOVEMENTS WHILE
WATCHING A SPEAKER EXPRESS HIS VIEWS
ABOUT A SOCIO-POLITICAL VIDEO.
Participants who spent more time looking into the
speaker’s eyes were less persuaded by his argument –
unless they already agreed with the speaker’s
STAND AND SIT UP STRAIGHT -
NOT ONLY TO APPEAR BUT ALSO
TO FEEL CONFIDENT.
KEEP A CONFIDENT POSTURE3
THOSE WHO SAT SLUMPED
HAD LOWER WORK-RELATED
THOSE WHO SAT UP STRAIGHT.
Source: Psychology Today
Participants in another study were
told either to sit up straight or to
slouch while completing a mock
job evaluation. They then rated
how fit they felt they were for the
High-power body language is open and relaxed.
Low-power body language is closed and guarded.
DO “HIGH-POWER POSES”
PRIOR TO IMPORTANT MEETINGS
CONSISTENTLY PREFERED TO
HIRE PARTICIPANTS WHO HAD
PRACTICED POWERFUL POSES.
Researchers asked participants to
perform either powerful or weak
poses for two minutes before
undergoing a job interview.
There were also changes in the hormones of the
participants. Those who performed a powerful pose
had an increase in testosterone level and a decrease
in cortisol level.
Helps people focus
and lead better
reactive to stress
Powerful pose 20% increase 10% decrease
Weak pose 25% decrease 15% increase
IN SALES, ALWAYS REMEMBER THERE ARE TWO
BODY AND VERBAL
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