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Commonplace but Study-Based Nonverbal Sales Tips that Work

In sales, always remember there are two important languages: body and verbal.

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Commonplace but Study-Based Nonverbal Sales Tips that Work

  1. 1. COMMONPLACE BUT STUDY-BASED NONVERBAL SALES TIPS THAT WORK
  2. 2. IN SALES, IT’S IMPORTANT TO KNOW WHEN AND HOW TO SPEAK. Ask questions to understand your prospect’s needs Don’t introduce a product right away Speak to prospects as if they’re your friends
  3. 3. Sales isn’t just about words, though. Gestures also play an important role. IF YOU’RE SERIOUS ABOUT CLOSING A DEAL, KEEP THESE STUDY-BASED NONVERBAL SALES TIPS IN MIND.
  4. 4. BE ENTHUSIASTIC In a study conducted in 2005, subjects were asked to rate their thirst and hunger. Then they were exposed to a series of subliminal photos of happy, angry or neutral faces – masked each time by a neutral face. Source: UCSD News 1 Happy, neutral, or angry (subliminal – 16 msec) Neutral mask (visible – 400 msec)
  5. 5. AFTERWARDS THE SUBJECTS WERE ASKED TO TASTE AND EVALUATE A SMALL, PREDETERMINED SAMPLE OF A DRINK. Subjects with a high level of thirst who were subliminally exposed to a happy face said they would be willing to pay more for the drink and would want more of it. Source: UCSD News RESULT: EXPOSED TO A happy Face An angry face Willingness to pay 38 cents 10 cents Wanting more half-cup 1-2 sips FACTS:
  6. 6. During a normal conversation, a person should make eye contact 60% to 70% of the time, to create a sense of emotional connection. Source: WSJ | Forbes USE EYE CONTACT WISELY However, while eye contact may signify trust and empathy in friendly situations, it can also be associated with dominance in adversarial situations. 2
  7. 7. IN ONE STUDY, RESEARCHERS TRACKED THE PARTICIPANTS’ EYE MOVEMENTS WHILE WATCHING A SPEAKER EXPRESS HIS VIEWS ABOUT A SOCIO-POLITICAL VIDEO. Source: Forbes Participants who spent more time looking into the speaker’s eyes were less persuaded by his argument – unless they already agreed with the speaker’s opinions. RESULT:
  8. 8. STAND AND SIT UP STRAIGHT - NOT ONLY TO APPEAR BUT ALSO TO FEEL CONFIDENT. KEEP A CONFIDENT POSTURE3
  9. 9. THOSE WHO SAT SLUMPED HAD LOWER WORK-RELATED SELF-CONFIDENCE THAN THOSE WHO SAT UP STRAIGHT. Source: Psychology Today Participants in another study were told either to sit up straight or to slouch while completing a mock job evaluation. They then rated how fit they felt they were for the job. RESULT:
  10. 10. High-power body language is open and relaxed. Low-power body language is closed and guarded. Source: JamesClear DO “HIGH-POWER POSES” PRIOR TO IMPORTANT MEETINGS 4
  11. 11. Source: Entrepreneur NEUTRAL RECRUITERS CONSISTENTLY PREFERED TO HIRE PARTICIPANTS WHO HAD PRACTICED POWERFUL POSES. Researchers asked participants to perform either powerful or weak poses for two minutes before undergoing a job interview. RESULT:
  12. 12. There were also changes in the hormones of the participants. Those who performed a powerful pose had an increase in testosterone level and a decrease in cortisol level. Testosterone Helps people focus and lead better Cortisol Makes people reactive to stress Powerful pose 20% increase 10% decrease Weak pose 25% decrease 15% increase Source: Entrepreneur
  13. 13. IN SALES, ALWAYS REMEMBER THERE ARE TWO IMPORTANT LANGUAGES: BODY AND VERBAL
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