1. First Impression
The process of forming first impression takes just few seconds. Some researchers say that it may take fractions of a second to form an impression. Therefore, how to present yourself the first time you are meeting with a client is really important. There are various things that you need to take care like, the expressions, the head movements, the gestures, postures, body point etc.
2. Elevator Pitch
The next skill to come into the list is the elevator pitch. The moment the sales person shakes hand ( which is also to be learned) with the client he/she should know what to say. Whether you should say your name, your company or about your product, the sequence matters. Therefore preparing an elevator pitch would really help . This way , a salesperson won’t have to utter, look for words, or even use fillers in his/her speech.
3. Open Body Language
Open body language contributes a lot in any conversation. A better knowledge of open body language will let you make a good rapport with the client. There is no use of a good introduction if someone speaks with a terrible body language. Use of open body language is required while interacting with the prospective client. If the client is with closed body language during the discussion , you can also make your client open through following the body language techniques.
The concept of mirroring is used to form a bond and rapport building . Mirroring is copying each other’s gestures and postures to symbolize, they are in the same page with the person they are talking to. People do it subconsciously for them, who they like. Some people mirror the voice, the pitch , the tone and even cadence. Salespersons are now learning mirroring to impress the client .
5. Micro Expressions
Micro Expressions are the emotional leakage which are involuntary when a person wants to hide the feelings and emotions. Micro Expression lasts for 1/10th to 1/25th of a second. Training on micro expression will not only improve the understanding of expressions, but also enhance the emotional intelligence. A person who understands other person’s emotions is more likely to become successful as he/she can control the conversation.
Not everyone’s cup of tea is Negotiation. Some are born with the skill, some learn it and some have to prepare hard for it. But now we have an opportunity to learn and enhance his/her negotiation skills. A good negotiation should always end up with the smile. Both parties should compromise but it should be a win-win situation for both. A good salesperson should understand that he/she should stop when the body language of the client just starts to change and not to wait for disgust or anger or even sadness.
7. Respecting Space
In the world of non verbal communication, Space is referred as proximity. When there are two people talking , it is very important to respect each other’s space. A salesperson should know when to lean into a conversation and when to back out, when to reach out to the client non verbally and when to allow the client. Knowledge of right use of proximity gives the person a big advantage during a conversation. Wrong use of proximity may land up problems for the salesperson .