MSP sales are often initiated by individuals who aren’t socially savvy. Thankfully, these individuals are often apt to understand life hacks. Basically, there are little things you can do which will help you attain greater success in sales. Some of these things involve strategy and optimization of sales pitches. But something that is often overlooked which can prove competitively advantageous is body language. Following are several tips and tricks to help you gauge prospects and more effectively engage them:
- Lean in
- Have arms wide open
- Pointing is usually bad
- Keep your face smiley
- Ensure eye contact is positive
Those in MSP sales who lean in, unless they’ve done something else to alienate potential clients, are likely going to initiate a “reflected” response. When people like one another, they mirror gestures. If you understand this going in, then you can, to some degree, control the conversation just by your posture. Leaning in invites intimacy. So, lean a little bit. You’ll know you’ve done it right when they copy you.
Have Arms Wide Open
Don’t cross your arms in front of your chest or clasp them in your lap. Not if you can avoid it. Such gestures are a kind which rejects open exchange of ideas and conversion. Rather, have wide open arms that don’t “close out” your potential prospects.
Pointing is Usually Bad
Don’t point at people. You can point at things, but things aren’t people. When you point at people, there’s an accusatory “edge” which is apt to be taken the wrong way. Certainly, you can get away with it sometimes–if you catch them in a joke, you smile, you point, and you make the gesture of a close, intimate kind, perhaps pointing can work in your favor. But for the most part, pointing is a bad idea.
Keep Your Face Smiley
Have you ever been in a good mood, smiling unconsciously, looked around, met a stranger’s eye, and saw their face light up as well? Smiles communicate joy and happiness at a subconscious level. When someone smiles and meets your eyes, you have to be deliberately trying not to feel joy to not return the expression. Smile as much as you can. You’ll find this “putting on” of an emotion actually ends up making you feel better collaterally. The prospects will be in the same position.
Ensure Eye Contact is Positive
There is such a thing as negative eye contact. When you were a child and you got in trouble with your parents or legal guardians, they would seek your face and try to force their gaze into your gaze in order to determine your emotional state. Especially if you were suspected of lying, you are apt to have experienced this— it’s so negative! But by contrast, have you ever caught the eye of a girl you liked and she held the gaze? What a good feeling that is! Read body language of prospects and try to only hold eye contact if it is positive.
Body Language Enhances Selling
MSP sales techniques that have a comprehensive approach which even includes strategic body language are apt to be more successful. If you haven’t considered this tactic, you can put it into practice; it could yield competitive edge.