How To Use Body Language To Win More Negotiations

Have you read the other negotiator’s body language at the outset of a negotiation and made instant assumptions about him? During a negotiation, a great deal of nonverbal signals are cast. You can gain insights into the other negotiator’s mindset by observing why and when such body language signals occur.

The following are insights per what you should observe and how to alter his perspective, based on his intent and how you project your body language.

What to look for in the other negotiator:

To gain ‘real’ unfiltered displays of emotions from the opposing negotiator observe his micro expressions. Micro expressions occur in no more than 1 second. As such they’re fleeting but deliver a plethora of insight and information.

  • Observe micro expressions:

The 7 universal micro expressions are…

  1. Fear
  2. Anger
  3. Disgust
  4. Surprise
  5. Contempt
  6. Sadness
  7. Happiness

  • Listen for temperament:

Someone’s temperament, the combination of their mental, physical, and emotional traits can be glimpsed to assess their attitude. During a negotiation observe the phrases used to represent a thought along with the tonality projected, to gain insight indicating a shift in perspective. If you’re astute, you’ll be able to use such insight as guidance indicating when to shift your strategies and tactics in the negotiation.

Ways you can enhance your persona through body language:

  • Observe the shadow you cast:

Everyone casts an image of who they are, as perceived by the receiver. Attempt to project the image that gives you the proper status. There in will lay how you’ll create a positive persona in the negotiation.

  • Speak with energy:

Speaking with energy is meant to convey your conviction per the points you make. If energy is not conveyed in your sentiments, the perception can be that the points don’t have the level of influence you proclaim them to possess.

  • Make a point by pointing in rhythm:

There’s a degree of symphonically being attuned when pointing at the appropriate time in a negotiation. It’s akin to melodically leading someone’s mental thoughts to an unheard cadence. You can gain subliminal influence by emphasizing a point as you jab the air in an upward or downward motion. To the degree you do so aligned with the words you speak, you appear to be more convincing and believable.

  • Challenge while displaying confidence:

There will be times when you have to challenge the other negotiator by bluffing. It may come in the form of something you don’t know, but want to convince him that you do. When doing so, state your points and questions with confidence. Don’t allow your body language to belie the fact that you’re bluffing by half-heartedly making your point or challenge.

Above are some of the ways you can enhance the negotiation process by using the ability to read, accurately interpret, and cast the appropriate body language signals. If you adopt these insights, you’ll discover how to see the unseen. You’ll improve your chances of having a successful negotiation… and everything will be right with the world.

Remember, you’re always negotiating!

Do You Have Excellent Sales Presentation Skills That Guarantee Outstanding Results?

A sales presentation doesn’t begin when you are telling and showing the prospect how you’ll solve their problems. It begins before you walk in the door to give the presentation. It begins with doing your homework on the company or person you’re presenting to and continues through the follow up after the sale.

Make sure you’ve done your homework on the company, the people you’re meeting with and as much as you can find out about their problems in advance. Customizing and practicing as much of the specific presentation you’ll give to them before you walk in the door is one of many sales presentation skills you must master.

Connect with your audience, make friends with them before you begin your presentation. If they don’t warm up to you or they aren’t friendly…leave. You’re not going to make the sale anyway so why waste your time?

If you have a fear of speaking or are nervous in a sales presentation, the prospects will spot that and loose confidence in you. Get over your fear of speaking. It’s not OK to be nervous. You need to come across as being extremely confident.

An important sales presentation skill of top sales people is public speaking. Take a public speaking course, join Toastmasters, do what ever is necessary to feel comfortable and confident speaking to one or a hundred people.

A sales presentation should be perfect every time. So how do you make it perfect? Practice, Practice, Practice. When I started in real estate I carried a cassette recorder with me and when I gave a listing presentation I would ask the couple or person if they would mind if I recorded it. I told them it was for my benefit and would help me become better at what I do.

Then I listened to the recording and learned how I sounded, what I said, how I said it, how persuasive I was and in the end how successful I was. It helped me understand what I did right, what I did wrong and what I would do different the next time.

Develop the right attitude. Become so confident in your product or service and the benefits it provides that your shocked when someone doesn’t want to purchase it. You need to have the attitude that someone would have to crazy not to purchase your product.

Also, go in with the attitude that you don’t need the sale. If it’s the end of the month, it’s a big sale or you need the money, it’s likely your prospect will sense you urgency.

You spent the time finding the lead and making the appointment, don’t waste the sales opportunity by not mastering the sales presentation skills to give a great sales presentation.

Give Professional and Powerful Presentations!

The most powerful impact you can have on others is to be a GREAT speaker. Powerful communicators like Barack Obama and Anthony Robbins have had a significant impact on people with their message.

You may not have to inspire the masses, but most of us are put into positions where we must present information – or at least a toast – and desire to live through it.

Communication is 55% body language, 38% tone and 7% words – meaning that your message is more than just the words you use. The best presenters connect with their audience by talking conversationally, and they appear easy and casual instead of taking a lecturer role.

Great Speakers Close More Sales!

Being a great speaker is the best sales tool ever!

Lots of sales opportunities come through speaking and there is an endless demand for good speakers. There are breakfast networking events, luncheon meetings, associations – the list goes on and on.

The key is to give listeners valuable information that is helpful – preferably information the average person is not aware of, thus elevating you to position of expert. Instead of selling one-to-one with your message, you can start selling one-to-many based on the size of your audience which could be upwards of a hundred! When your presentation is over, instead of gasping for air you’ll be happily surprised at how many people approach you wanting to do business or who know of someone who would be an excellent prospect for you.

On average when I speak, I will gain one client out of every ten people in the audience – not bad!

Easy Steps to Give a Powerful and Interesting Presentation

Step 1

Develop a 20 minute presentation that is packed FULL of valuable information and leaves time for questions. Give more information than needed to ensure your audience is not in need of IV stimulation to wake them up when you’ve finished! Valuable, interesting information is crucial! Time and record your presentation – practice just like you would if you were learning a new sport.

Step 2

Begin your presentation with a question that your audience can relate to and ask for a show of hands.

Example

“How many people feel like I do, and have gotten to get up in front of an audience to speak and wished the floor would open up and swallow them live?”

Raise your hand and they will follow your lead if they can relate. By asking a question when you open and then going further step by raising your hand, you are involving your audience immediately on multiple levels. Now instead of their focus being 100% on you, they are thinking of their response and looking around at the others in the room.

Step 3

Respond immediately by acknowledging your audience with a simple “Thank you.”

Don’t let go of the momentum, keep the audience involved by asking another question in the same manner. This process immediately changes the dynamics and the audience shifts from sitting back watching and listening to being involved in answering your questions and responding.

TIP: Ask no more than two questions. If you can add some humour into your questions, that works like a charm to raise the energy of the room.

Example

“How many people feel like I do when faced with the option of:

a) Speaking in front of an audience or b) Shovelling snow from the street every morning at 5 AM, in your bathrobe, open toe shoes for the entire six months of winter?

Shovelling looks like a pretty good option, doesn’t it?”

Raise your hand and again the audience will follow your lead if they can relate.

“Excellent thank you!”

Acknowledge your audience with positive re-enforcement.

“Our talk today is tips and strategies to give a powerful presentation people enjoy and you can survive!”

TIP: People love stories and interesting facts. If you can tell a compelling story that relates to your presentation or provide interesting facts and tips, your presentation will be a hit!

Step 4

Be animated. A lot of presentations are dull and boring. You really want to stand out from the crowd by making sure you show enthusiasm and energy. Use a voice recorder to tape your presentation and make sure your voice changes both pace and tone when hitting peak points. You don’t want to become so familiar with your message that you sound monotone. If you’re bored with your presentation your audience will become bored too.

Step 5

Use some showmanship – if you can use a flip chart or something else that helps gain attention it’s a great way to keep people’s attention and you’ll be on your way to a winning presentation!