Body language: what is it and how to apply it? Check out 10 tips

Body language

Body Language in Sales


  • 10 tips on how to use body language to your advantage to sell
    1. 1 – Dress correctly
    2. 2 – Start with a firm handshake
    3. 3 – Have a correct body posture
    4. 4 – Eye to eye, always
    5. 5 – Gesture while speaking
    6. 6 – Use rapport techniques
    7. 7 – Show yourself with confidence
    8. 8 – Try to lead the conversation
    9. 9 – Have a nice face
    10. 10 – Be positive all the time

Taking advantage of body language can be the difference between losing and gaining some business on a daily basis.

Within the field sales model, posture, the way you communicate and behave make the difference to convince the customer to buy what you sell.

More skillful salespeople know this very well and understand that this is an element that makes the difference.

There are many situations in which he can find himself and the wisdom lies precisely in knowing how to adapt.

Your body language needs to be appropriate to the context, the type of customer and also the size of the deal being attempted.

This is a way to get a difference from the competition. The transmission of trust is, at this point, crucial.

That’s why we’ve put together 10 tips for you on how to use this strategy to your advantage to impress customers.

A small detail determines the success or failure of your approach.

Let’s check it out?

Good reading!

10 tips on how to use body language to your advantage to sell

If in the inside sales model , when the sale occurs from within companies, body language is not as effective and decisive for selling, in the external sales model this changes.

But of course some of these tips we’ll talk about here are for inside sales – and should be applied.

When you go to the customer, the customer expects to be immediately impressed by the company (represented, of course, by the salesperson).

For a sales planning that has a commercial team on the street, therefore, the “face to face” details make all the difference.

Body language at these times will determine how close and how far you are from sealing a sale.

The communication process is complex. Words are important, but they are not the only element that counts for a successful customer approach .

Although, yes, the salesperson needs to generate value in what will be said to the prospect , the decision making will be influenced by other factors.

And one of the main ones is body language.

Therefore, we have separated 10 tips to make it work for you and help you close more sales.


1 – Dress correctly

First impression remains. Although it’s a cliché, that phrase remains true.

And the customer’s first impression of the salesperson is the way he dresses.

So, to be seen the way you want, it is essential to be in character for the moment of meeting with customers.

A formal tone, without excesses, will always be a hit. Generally speaking, dress shirts and pants will always be correct.

This is the first non-verbal signal that will be identified, so don’t neglect this point so you don’t have to go after it later.

2 – Start with a firm handshake

Body language and sales

A firm handshake is part of an effective salesperson’s body language – both when greeting and when saying goodbye.

Firmness is not about excessive strength, ever.

Just have a steady hand, look the customer in the eye and smile until the handshake ends.

This will ensure a tone of normality for the meeting.

You will not have greeted with a limp hand, which could show a lack of confidence, nor will you have been too strong, which would show nervousness and anxiety.

3 – Have a correct body posture

Body language is all about the posture you have, physically, throughout the meeting to sell.

And correct posture will demonstrate confidence when speaking and listening – and that’s something you certainly want and need.

This goes for both when you are standing and especially when sitting.

Also notice the movement of your hands. Try to have them always steady, even though they are moving.

They will also help you convey a message of assertiveness when you’re taking notes, especially when presenting numbers.

4 – Eye to eye, always

The persuasive power of a seller is only complete when he speaks looking into the eyes of potential customers.

Field sales salespeople have this possibility and need to take advantage of it to convey confidence and tranquility to those who listen.

Escaping this eye contact, in turn, will demonstrate a lack of self-confidence. It will send a message that you are not convinced of what you say.

And there, well.

If the salesperson is not 100% confident about the product or service, how will the customer be – and who will open the wallet?

Body language: eye to eye

Difficult, isn’t it?

However, dose that individual contact. Keeping it at all times can feel intimidating.

Whenever the customer is talking, especially asking a question, yes, look into their eyes to show attention.

But when it’s your turn to speak, dose that eye contact for a few seconds.

If there are more people in the meeting, so much the better because you can switch your attention between those present.

5 – Gesture while speaking

Be physically active while talking. Gesturing is a good way to show yourself engaged in what you’re talking about.

After all, let’s face it. Nobody likes someone standing still, just talking and talking.

It seems that the person is there grudgingly, as he doesn’t make a point of getting everyone present to get involved.

Keep the movements under control, though. The gesture needs to be controlled to be effective.

6 – Use rapport techniques

The body language of who you talk to also says a lot about where the meeting will go.

To act assertively and more securely – at least in the beginning – apply some rapport techniques .

That is, mimic the way he manifests in a matter of posture and also language.

Act in the same tone and at the same speed so as not to clash and thus generate the empathy you need.

7 – Show yourself with confidence

Body language: be confident!

Both when speaking and when positioning yourself (whether standing or in a chair), you need to convey a safety message.

Keep your shoulders open to constantly be noticed. Avoid bending your body unnecessarily.

Be sure later when speaking.

Stuttering, or taking too many breaks to think can show a wobbly you.

Remember that here the details make all the difference. You are being evaluated by those who listen to you.

And, even if you don’t know of an answer right away, communicate and say, in a calm way, that you will go after the answer.

8 – Try to lead the conversation

For those who want to convince someone of something, taking the initiative is an important point.

And here, we talk about little things like being the first to reach out to shake hands, or suggest topics to be covered.

This will show that you are confident and convinced of what you want – the customer will understand that.

This kind of body language is important so that what you say following this act of leadership is heard right away.

Therefore, take the opportunity to start being didactic and generate value for those who listen to you.

From the moment you establish a trusting connection, an access has opened for you to introduce the subjects you need, the way you need them.

9 – Have a nice face

Body language: be sympathetic

Remaining sympathetic is essential in any human relationship. And for sales this would be no different.

But, more than smiling in situations where it ends, also keep moving and receptive to what is said.

A static expression does not convey the necessary empathy, nor does it show that you are in tune with those present at the meeting.

Be attentive and receptive to getting it back when it’s your turn to speak and to keep everyone’s motivation high.

10 – Be positive all the time

Whenever you intervene, do it in a positive way. Upon hearing, the same thing.

Success in your body language is complemented by positive gestures and speech.

Even if you have to sidestep objections, know how to do it purposefully.

Despite the pressure of being face-to-face with the customer, remember to generate value whenever you speak.

To be didactic, direct and positive. This will make a difference in getting you closer to closing a sale.

So, how can we help you?

If you have doubts about the text or want to share some “pain” when selling, talk to a consultant today.

Enjoy and read two articles that will help you in your quest to sell more and better.

The first one brings some negotiation techniques to close more deals today.

The second talks about 17 sales tips to help companies from all segments.

Good sales!

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