Most sales rockstars, no matter how experienced, still get nervous when it comes to in-person meetings. Being nervous can have a big impact on your body language -- and body language, in turn, can have a big impact on your ability to close deals.

Don’t believe us? Read on to learn more about the science of body language and how you can harness the power of the unspoken to drive more sales.

Why Is Body Language So Important?

The majority of your impression on a potential client or client is nonverbal. Your body language actually has a much bigger impact than what you say or how you deliver your message.

  • It takes seven seconds for a person to make a judgment about someone when first meeting them.
  • 60% of our communication is nonverbal.
  • 55% of your overall impression is body language, 38% is tone of voice, and 7% is what you actually say.

How Can I Use Body Language to Close More Sales?

The more confident and attentive you appear, the more likely your audience will be to receive your pitch. These 7 tips will help you get your body movin’ in a positive way.

1) Pre-pose before a meeting.

Power posing before a meeting can help elevate your testosterone levels and improve your performance. It can also help you train your body to maintain positive language. 

2) Keep your posture open.

Your arms should be loose, your shoulders back, and chest open to appear as powerful and open as possible. People who maintain powerful body language are perceived more positively than people with weak body language.

3) Lean in.

ICYMI, Sheryl Sandberg didn’t come up with this idea. Leaning in is a key way to show engagement when you’re listening to a potential client.

4) Maintain eye contact.

Look into someone’s eyes when you’re talking to them. Deep gazing (maintaining eye contact long enough to notice someone’s eye color) is a great way to foster a real connection, as long as you don’t overuse it.

5) Keep your head up.

Along with eye contact, it’s important to keep your head up while you’re speaking or listening. Tilting your head slightly can also indicate extra attentiveness.

6) Smile and nod.

Smiling is the universal sign for happiness. When people see a smile, they feel more at ease. Nodding reinforces that you’re listening and open to what the speaker is saying.

7) Show your hands.

Keep your hands above the table at all times, which will help you reinforce trustworthiness.

Sources: Vanessa Van Edwards, Gengo, SOAP Presentations, BBC , Ceros

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Originally published Aug 24, 2015 7:00:00 AM, updated March 13 2018


Body Language in Selling