When you’re trying to make an energy sale, it’s easy to focus on saying exactly the right thing to get your potential customer to come around to your point of view. After all, you’re going to convince them with your words, right?
But what many salespeople, including energy brokers, sometimes forget is that it’s not always what you say, but how you say it. And when you’re sitting face to face with a client, trying to persuade them to buy from you, your body language is saying just as much as your words. That’s important to remember, because if your body language is contradicting what you’re saying, that means you’re giving the customer mixed messages. So take a look at some of these body language tips, and try using them next time you’re looking to close a deal.
1. Before You Meet
If you’re busy checking your smartphone before you meet with a potential customer, you might want to rethink your strategy. Using a phone or tablet hunches you over into a position that actually raises levels of the stress hormone cortisol. But guess what raises your testosterone levels? Sitting tall with your shoulders pulled back and a wide stance. So think about reading a newspaper instead while you wait—that puts you in a power stance that can change how confident you are entering the room.
2. Mirror Them
People instinctively like and trust those who look and sound like them. You shouldn’t take this too far, because it could get a little weird, but it’s easy to match a person’s speaking speed or tone without them realizing a thing.
Obviously you should only be smiling when it’s appropriate, but smiling might be one of your best weapons when it comes to getting people to relax and trust you.
4. Eye Contact
Eye contact is incredibly important when you’re trying to make a sale. Anyone who avoids eye contact looks like they’re trying to hide something—definitely not the vibe you’re trying to give off during a sales meeting. On the other hand, there’s no need to stare at the person for too long. People can also be turned off when they don’t get breaks from eye contact.
5. Shoulders And Arms
Keep your shoulders positioned straight ahead, aligning them with the person you’re talking to. If it’s multiple people, turn to face the person you’re talking to. When your shoulders aren’t aligned with theirs, you come off as uninterested. The same goes with folding your arms. Folding your arms makes you look cold or reserved, and it can come across as defensive, which isn’t a good look when you’re trying to make a sale.
6. Natural Expressions
You may want to change some things up in your body language, but don’t go so far that you’re doing anything that doesn’t seem natural. Keep yourself in good posture, but don’t be rigid, and make sure that your facial expressions are natural. Don’t force a smile if there isn’t anything to smile about. Being natural and loose will put you and your customer at ease.
If you’d like some more tips on how to close your sales, visit our blog at Broker Online Exchange today!