When creating a selling process, most people think about the specific language that focuses on how they go about making a sale. However, many people are surprised to learn that non-verbal cues make up over half of perceived communication. Knowing this can be a powerful tool for insurance agents to close sales by conveying the right messages non-verbally and picking up on silent cues prospective clients are broadcasting. Here are 3 ways to close a sale with non-verbal communication.
- What you’re wearing
Your daily appearance says a lot about who you are, what you do, and what you are offering before you even say anything. Wearing clothes that are too casual may not make the best impression on your clientele. Be sure to show up in a clean crisp outfit consistently, Well-groomed, and looking professional. It goes a long way in showing your clients that you respect and care about them enough to look nice.
- Body language
A person’s body language is used to gauge a person’s intentions, how they feel about what is being offered, and if they are a trustworthy source. Coming across as knowledgeable, confident, and friendly starts you off in a powerful position going into a meeting. Body language is a complicated form of communication with many different parts to be aware of. Here are a few things to think about when improving your body language so you send the right signals.
Walking with confidence
Keep your back straight and your head up to show confidence in yourself, your business, and your product. Walking like this indicates that you are friendly, prepared, and interested in the prospect or client. If you tend to slouch when walking, try to imagine being pulled up by a string attached to the top of your head.
Be mindful of your posture
Be careful not to slouch or lean back in your chair too much when sitting in a meeting, as it can seem like you are bored and don’t take the conversation seriously enough. Having good posture, again by straightening the spine, broadcasts that you are engaged in the meeting and interested in what the client has to add.
Another good way to show interest in potential clients is to face them during your discussion. While this seems obvious, many people will sit sideways at a client or turn away completely. Even if someone turns away to get something from behind them or out of a bag, it makes them seem uninterested and uncommitted in the conversation. You should sit facing a client whenever possible, and if not, you should at least turn your body and head toward them when talking.
The most common and easiest way to show interest is with eye contact. However, eye contact is beneficial to you in multiple ways when building up a relationship with a prospect. People who make casual eye contact are said to be more trustworthy and better informed; they also tend to forge relationships faster than those who avoid eye contact. Clients often feel valued and listened to when they are talking with someone maintaining good eye contact. While this is a powerful form of body language, beware that too much eye contact is considered off-putting and awkward, creating a negative interaction for the client.
Don’t fold your arms
While talking with a prospect, don’t sabotage yourself by crossing your arms. Doing so signifies that you are closed off and uncomfortable. Folded arms are perceived as an emotional barrier, giving a sense of discomfort to the conversation and making you seem untrustworthy or unsure. Instead, it would be best if you positioned your arms neutrally and relaxed, either at your sides or in your lap.
Practice good manners
Good manners is another point that seems obvious, but many people fail to meet. Verbal and non-verbal manners can make a substantial difference to a prospect when deciding to buy from you. Even saying a simple “thank you” and other similar phrases can heavily influence how you are viewed, as well as your brand and its values. Non-verbal cues like holding open doors or standing up to greet someone help you stand out in a prospect’s mind as having positive values and a commitment to service.
- Facial expressions
The most common form of nonverbal communication is reading facial expressions. People will look at the face first to gauge a person’s receptiveness to new information, interest understanding, and much more. So, when in a meeting, be mindful to keep your jaw relaxed with a slight smile when talking. These cues show you are optimistic about the information you provide and are happy to share your experience with the prospect. Smiling has also been shown to promote a sense of trust even before any verbal interaction occurs.
By paying attention to your body language, you could build up a positive foundation to sell before you even start your sales pitch. Getting started on the right foot could make all the difference in the client’s decision.
If you have any questions, the professionals at Agent Pipeline are here to help at 800.962.4693.