Communication Mistakes by Salespeople by Dianna Booher - Mistake #6
Channel: Dianna Booher - Communication Strategist & Author
Date: 05/04/2012

http://www.booherresearch.com  1-817-283-2333
Executive Communication Expert Dianna Booher
--- Communication Mistakes by Salespeople
Mistake #6:  Body Language That Sabotages Success
Q&A can be unnerving. But beware body language that says "I'm a loser." Slouching posture suggests defeat.  The look says, "Poor, poor, pitiful me.  Please feel sorry for me. I can't help myself."  

Other negative body language reveals signs of inward stress and shouts, "I'm nervous; I need reassurance":  foot-shuffling, hair-tossing, sleeve- or cuff-link adjusting, watch-band adjusting, lint-picking, ring-twisting, necklace-fondling, coffee-cup shuffling, holding your own hands in front of you or behind you (in imitation of having a parent hold your hand).
 
When stand during your sales presentation, a few more gestures scream "I lack confidence":  crossing one or both arms across the chest for protection, locking your arms behind your back, clasping your hands tightly in front of or behind you.
 
None of these postures or gestures gives the buyer confidence in you, your offering, or your organization. 

Responding to questions can be your biggest nightmare---or your chance to showcase your expertise, build rapport, and customize your offering exactly to what your buyer needs.