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Financial Planning > Trusts and Estates > Trust Planning

The nonverbal sales pitch

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Most agents would probably not list understanding and responding to body language as one of their sales techniques, however, research shows that this subtle means of communication is still one of the most effective ways to win, or lose, favor with a prospect. Sales trainer John Boe discusses how you can make nonverbal communication another useful tool in your sales kit.

  1. Get started with an open mind and posture. “Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded, and your legs uncrossed.”
  2. Reflect your prospect. “Establish harmony by ‘matching and mirroring’ your prospect’s body language. It is a way of subconsciously telling another that you like them and agree with them.”
  3. Match up. “You can build trust and rapport by deliberately, but subtly, matching your prospect. For example, if you notice that your prospect is crossing his or her arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, you can verify it by unfolding your arms into an open gesture and see if your prospect will follow suit. If they do, congratulations, this indicates that trust and rapport has been established. Conversely, if your prospect doesn’t follow your lead, trust and rapport has not been developed and you need to continue matching and mirroring them.”

Sales trainer and business motivational speaker John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions.