Reading body language is an art. Some people are really good at it, and use it all the time to establish whether or not they will like you or mistrust you. That makes it pretty important in the sales situation.

The people that are best at it are the touchy-feeling types. They study the topic of reading body language much more than any other personality type. I suppose the reason is that it allows them to get a better handle on a person. But the two things that I hear a lot from the people that are interested in reading body language is that they want to know if the other person is lying to them, or if they like them.

I guess that the answers to those two questions are above my pay grade. I care more about people’s actions and the words that they use. That is all about “integrity.” I always take people at their word, so if they say something in a conversation to me, I take what they say as being true. So my focus is never on reading body language, as I’m preoccupied with nailing down the details of the discussion.

If you’re more of a “people person,” then I can understand how your attention is more drawn to the relationship aspects of a conversation. But unfortunately, that is not me; I’m crippled in this gift. Because of my personality, my attention when conversing with someone, will never be drawn to reading body language. My mind is always jumping ahead to what will come next in the discussion.

There are a lot of people like me. In fact, based on personality types, probably close to 70 percent of the population is challenged when it comes to reading body language. So what are we to do, especially when it comes to selling to customers?

There is hope. While reading body language is probably a skill that can be developed over some lengthy period of time, I have an easier solution for you. “Solution to what?” you ask?

“The question to knowing up front how much effort it is going to take to sell any one customer.”

Really, that is all I can come up with why sales people would want to be able to read the body language of their prospect. You might be asking whether the person is interested in your offer enough to buy, or do you have to so some more persuading to get them to that point?

That is important, make no mistake about it. You have to know where you are in the sales process you are, in order to get the prospect to the point where you can get to your closing phase. If you can’t, then you have no choice but to put up a series of “trial balloons,” which are often known in the sales industry as “trial closes” to see if you prospect is ready for the actual close. You know, questions you ask the prospect like: “When do you anticipate taking delivery of this product?” And that is where reading body language could come in real handy.

Because, instead of putting of trial closes to see if the prospect is ready to move one, you might be able to read their body language. If their non-verbal cues say they are really interested, then you might move forward and close the sale. In essence, it is a technique that is a bit more comfortable for the prospect than peppering them with questions.

But to me, reading body language is an “after-the-fact” tactic, and it really doesn’t move the prospect along toward the closing phase. Sure, you can control your own body language to some extent to make the prospect feel more comfortable, and that can move the discussion along. But wouldn’t it be better to find a technique that created the “comfortable environment” that was so early in the process that the prospect has no inhibitions about moving to the closing phase much quicker; maybe even before you had a face-to-face meeting?

I’d be interested in that. Who wouldn’t be?

It would almost be like getting to the closing phase as soon as they actually contacted you about an interest in your product.

How is this possible? It is through the technique that I call “personality marketing.” Basically, you’re going to create an atmosphere, even before you meet the prospect, where they want to do business. It is based on building a relationship with the prospect, where they sense that they totally trust you.

In other words, it is almost like meeting a close personal member of your own family, where they know your values and you know theirs. This establishes a mutual trust between the two of you that is so family-like, that it would be an insult to not buy.

For example, if your mother told you to go down to the pharmacy and get a new brand of tooth-paste, would you do it? Of course you would. Why? Because your mother told you to! You trust her so implicitly that if you didn’t do what she recommended, you would feel that you might offend her in some way.

On the flip side, if you told your mother to go down and buy the tooth-paste, she probably would do it too. There is a back-and-forth — “total mutual trust” between you two.

Another example that I can think of is a political rally. If you’ve ever gone to one of those, and you met someone there, don’t you have an almost “instant liking” for the person? After all, they are voting for the same person you are. And if they told you to go out and buy “such-and-such” product, wouldn’t you trust that advice almost completely and without hesitation? I probably would.

It is that kind of mutual trust that you can establish with the Personality Marketing Manual system. A trust that is so deep, that you would feel disrespectful to hold back advice on how to make your prospect’s life better. And the prospect would feel the same way too. They would want you to give them the information, and if you didn’t, they would feel insulted that you held back. They would almost beg you to sell them the product, because they trust you so completely.

How do you create that deep level of trust?

As with the political rally situation, you build almost instant trust with someone else when you share common values. PERIOD. Write that down in your notes, because that is the most profound idea you’ll hear today.

When you share common values, you have an instant liking for the person. Why? Because looking at them, is like looking in the mirror at yourself.

How could you not like yourself when you see your image in the mirror?

It isn’t the crooked nose or receding hairline. What you like are the “values” of the person looking back at you. Right? The person in the mirror puts a high value on integrity, honesty, and on a being useful to those around them. How could you not like that person? You’d be a fool not to.

So when you come across someone that has identical values as you do, you have an almost instant liking, and more importantly, and instant “trust” for them. You would do almost anything they said, because you feel that they have only good intentions for you.

The Personality Marketing Manual describes how to read a person’s values, instead of trying to read body language. The benefit is that once you know their values, you can create an environment where they feel like they are looking in a mirror at themselves. It is better than building comfort, which is done when learning to read body language, because the payoff is quicker. They will be almost begging you to give them your product because it will help them lead a better life.

If you want to learn more about the Personality Marketing Manual, visit my other web site at: www.CustomerSecrets.com. It will teach you all about this powerful technique of reading values. And I guarantee you that it is easy; even I can do it.

Or, you can learn the confusing subject of reading body language, where you end up not knowing whether you should spread your arms wide, or to keep them inside a tight box in front of your chest. Just compare these two videos.

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This one below says to keep your hands in a box.

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For me, learning to read a person’s values is much easier. You only need to remember four simple concepts. That’s it. Just four simple things. Check out www.CustomerSecrets.com, and learn more about this powerful marketing and sales system.

 

 

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