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Body language matter

We all know body language is important – studies have shown that over half over the judgements we make about people are based on visual cues rather than verbal ones. Those kind of figures are significant, and here at Big Motoring World we’ve seen how body language can have a big impact - in a number of interesting ways. Take interviews for example. As a candidate - especially for a sales role - getting your body language right is absolutely critical. The way you come across in an interview gives your prospective employers a good idea of how you approach face-to-face communications - the basis of many of the sales situations you might find yourself in. The non-verbal signals you give off tell your interviewer a lot - from how confident you are through to how good you are at listening to the person you’re dealing with. For a sales person, it’s not just about your own body language, but also how good you are at reading the non verbal signals of the person you’re selling to, and adapting your tactics accordingly. So, a few tips, that apply equally well whether you’re going for a job interview, or going for a sale. Firstly, be aware of the difference between ‘open’ and ‘closed’ body language - arms crossed, looking or leaning away from the person you’re talking to, and a weak handshake are all signs that you’re putting up barriers and don’t really want to be there. Open up - start off with a firm (but not aggressive) handshake with good eye contact (without ‘eyeballing’). Be clear and assertive, not just in what you say but also how you say it. Match your body language - the way that you physically reinforce the words that are coming out of your mouth - to the message you’re trying to get across. This idea of matching is crucial in other ways too - effective communicators will begin by mirroring the body language of the person they’re talking to, and then lead them by subtly changing their own non verbal signals to draw them in and create a connection. Lean in (not too far) as you’re speaking, and most importantly, actively listen. In a sales situation, showing that you’re listening to their needs will help you to form your own selling strategy – meaning that instead of just listing features, you can start to match the benefits of your offer with your potential customer’s actual requirements. All of this is as crucial in an interview as it is in a real sales situation - remember that in an interview you’re essentially selling yourself and your abilities. So make sure that the visual signs you give off match the message you’re trying to get across - it’s not just what you say, but how you say it that matters too.