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Life Health > Running Your Business > Selling

Use These Nonverbal Skills to Make Sales

By Glenn Herring

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What You Need to Know

  • Never drop into a chair like a wet noodle.
  • Maintain an open posture.
  • Put your coffee cup down when you ask a personal question.

I find it so amusing that so many agents and advisors can’t wait to talk and get the sales process going.

Generally, one of the first things said is about a product or system the prospect needs.

Not!

You can begin communicating with your prospect before even saying anything; it begins with nonverbal skills.

About 93% of all communication is nonverbal, according to a study completed at UCLA.

Nonverbal communication can range from expressions to body language to facial expressions to the use of space around you.

Gestures based on vocal expressions often have more effect than words.

The correct use of nonverbal communication can help the insurance agent build a stronger relationship with a prospect or a client.

Using nonverbal expressions can take time to develop, and it is important to begin with the basics.

Here are five tips for building this selling asset.

1. Posture

Nothing says more about who you are and how much your confidence level is transferred to the relationship than posture.

My mother always said to stand up straight and be proud you are tall, and to this day, I think of those words of advice.

Never slouch, and always keep your head up as much as possible.

When sitting, ensure your back is straight and never look like a piece of wet noodle lying in a chair.

Correct posture translates to being alert and interested.

Sit up straight, and you will look more confident and feel more confident.

When discussing the prospect’s affairs, try never to fold your arms or legs and try to be as open as possible.

Never hold a cup or drink when asking your prospect a personal question.

If possible, never conduct a fact finder or ask personal questions where anything, such as a desk, is between you and your prospect.

Being open is the key to learning how a prospect feels about themselves and their assets.

2. Eye Contact

Nothing can connect you to how a prospect feels more than good solid eye contact.

I do not mean a stare down, and doing this does take practice.

When I ask a personal question, I always make certain I look the prospect in the eye. To make a specific point, I will move from looking at something else to direct eye contact.

Eye contact is important, but it shouldn’t be overdone.

Too much eye contact can make the other person uncomfortable if used incorrectly.

A good practice method may be to make sure you use eye contact when you ask a question and not to use it when the question is answered.

It really depends on the person you are speaking to, and it takes adjustment.

3. Facial Expressions (Especially Smiling)

The best and quickest way to build a relationship with a prospect is to smile.

A smile shows confidence and becomes an invitation to grow the relationship.

It breaks the ice and shows your desire to extend the relationship to the next level.

4. The Nod

Nod your head slowly to encourage response after asking a question that will open up your prospect’s feelings.

If a prospect is telling you something personal about themselves or their family, a slight nod will generate great confidence in their response.

The nod can also be used to make a point of agreement with your prospect.

It says in a nonverbal way that, “Yes, I understand,” or “I agree with you.”

5. Tonality

Even though this is part of verbal communication, tonality is much more.

How you make an inflection and the tone of your voice can greatly benefit the relationship.

For example, if I were asking a personal question, I would soften my tone, and if I were making a point regarding money as a topic, I would speak more firmly.

Glenn HerringGlenn Herring, the founder and president of Safe Money Marketing, has been operating as an insurance agent in Oklahoma since 2003. .. ..

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(Image: Shutterstock)

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