I am not a poker player but occasionally, I find myself drawn to ESPN’s World Series of Poker. I’m fascinated by the player’s body language, even when they wear a hat and sunglasses. Body language never stops.
I was surprised to find that Amazon offers 5,682 books about poker, 15,450 books about sales techniques and a mere 383 titles on leasing.
What can we learn from the game of poker that might improve sales techniques?
When presenting a proposal, watch your buyer’s body language as closely as professional poker players do. What can you find out about your prospect and their likelihood of buying your product or service?
EIGHT MUST WATCH CLUES
- Posture: Do they lean towards you or away from you? Leaning closer is usually a good sign. That is unless your customer is hearing challenged. They may be leaning forwards to read your lips. Leaning away can indicate they are distracted or don’t like what you’re saying.
- Hands: If hands are in their lap, it may be defensive. Are they trying to hide feelings of nervousness or dislike?
- Arm Blocking: Are their arms folded across their body? This can signal that your client is closed to your message. Unless they’re a woman and then more than likely, they are cold.
- Eyes: You’ve probably heard that eyes are the mirror to the soul? That may be true unless your customer is taking a medication that dilates their eyes or they are a trained liar. There are those individuals who can look you straight in the face while lying.
- Head: Nodding is a good sign. Unless the prospect is just a nice person who wants to encourage you to keep improving your sales skills. They may have little interest in your message but don’t want to hurt your feelings.
- Head Tilt. Usually means they are comfortable with you, unless you observe a downturned mouth. Then they are more likely confused or disappointed.
- Voice: If your prospect is a woman and her voice raises an octave or gets lower and her pace slows. She may be excited with your presentation. Or it could mean she is angry and losing her patience. Read the whole body not just the voice to be sure.
- Feet: Feet speak volumes. Check feet closely to determine if they’re ready to buy or walk out the door. Drop your pen on the floor and bend over to pick it up. See if their feet are facing you or the exit. If they are facing you, you have their attention. Feet facing the exit means you better finish up or retrace your steps. The prospect wants you to leave.
Body language is not easy to interpret. It takes study and practice. Once mastered, you will be adept at modifying your own body language as well as accurately interpreting your customer’s hidden signals in order to close more sales.