Genre: Instruction

Nonverbal Communication Help for Salespeople Dear Sue : I am fairly new to an outside sales position and am looking for information about non-verbal communication . I am interested in learning about office settings . Any other information that can help me to ' read ' a situation better would be appreciated . - Amy Sue Says : During the average 30-minute sales call , a buyer and seller exchange approximately 800 different nonverbal messages , yet most salespeople focus on the verbal part of the sale , according to Jan Hargrave , a body language consultant and author of the book , Strictly Business Body Language . Salespeople who pay attention to body language typically focus almost exclusively on facial expressions . However , the way words are spoken and the speakers face all provide information about how the sales call is going . The voice and face are only part of the picture . The body is the communication channel over which we have the least control and understand the least , but has the most impact . Where you sit and how the furniture is arranged can either encourage friendliness and cooperation or confrontation . Hargrave says that sitting across the table from a person during a negotiation creates a defensive , competitive atmosphere and can lead to each party taking a firm stand on his or her point of view . The table becomes a solid barrier between both parties and allows for a distinct division of ideas . Massive desks create a physical barrier , and serve as a visual barrier as well . If you ca n't see someone from the chest down , you do n't know if the buyer's legs are crossed , if he 's tapping his foot or cleaning his nails . Office furniture can be arranged in a way to give a person as much power , status or control over others as they wish . Just sitting behind a desk conveys a sense of power and positioning because all who enter must look across it , which gives the person behind it control . Increased status and power can be achieved with : Low sofas for visitors to sit on . A wall covered with photos , awards or qualifications that the occupant has received . A slim briefcase ; those who do all the work carry large , bulky briefcases . Red folders on a desk marked " Strictly Confidential . " An expensive ashtray placed out of reach of the visitor causing him inconvenience when ashing a cigarette . ( I do not recommend smoking on a sales call , however . ) You are wise to take in a person's environment to learn more about that person . If you are having trouble communicating with someone , moving to a new location , changing positions or getting him or her to come out from behind a desk can change the dynamics of the interaction .