Body Language Tips: Learn From Great Negotiators
Body language in sales can be an important advantage in negotiations, here’s how to take advantage of it
They say negotiation is the weapon of big sellers. Knowing how to negotiate is, for many, a unique differential to be able to innovate and implement major advances.
We can stop and think, for example, of the hard style of Jeff Bezos to position himself when contracting for Amazon with major publishers and bookstores, so that he can have the best conditions for book sales, whether for the Kindle or in print.
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Body Language Tips in Sales
Steve Jobs’ style of making secret demands even on hiring employees so that their releases and inventions aren’t discovered too soon says a lot about him.
At the other end, we even have Vito Corleone, with the famous phrase “I’m going to make a proposal you can’t refuse”, which shows his unique and peculiar way of negotiating with partners and even competitors.
But there is a very important factor when it comes to negotiation, and many forget it: body language.
Certainly the greatest negotiators in the world did not let the posture and bodily behavior of their opponents and negotiators go unnoticed during a serious conversation.
Body language says a lot about the person’s intention, about what he thinks and, most importantly, about what he’s feeling.
There’s no way to read a person’s body language completely since in a few seconds we emit thousands of micro expressions that can, if “diagnosed” wrongly, mean completely different things.
But the real truth is that having a sense of body language can be a small advantage in our favor during negotiations.
And when it comes to sales, any advantage we may have to better understand our potential customers, the better.
First of all, we do not believe that the negotiating table is a table of conflict. We believe that negotiation is the moment when the client and the company can learn a little more about their work and a little more about who they are, in addition to aligning expectations, doubts and promises.
Good negotiation is done with relationships – when sellers know what their potential customers expect and, therefore, make it clear what they can do for them.
But often, people leave other expectations and desires aside or don’t mention them.
That’s when we need to use body language tips to understand a little more about what’s going on with our clients.
So pay attention to these 3 suggestions or gestures when making a sale or deal. Only then will you be able to read the body language of the other party in the negotiation.
Remember that negotiation is not just about something you say. There is a lot of valuable information hidden in people’s gestures and facial expressions.
Experts say that people’s bodily behavior accounts for more than 90% of our impression of them and trumps the words they use. It turns out that there are times when we don’t realize this and think that our impressions are the result of instinct or “a flea in the ear”.
With that in mind, here are 3 not-so-obvious body language tips that can help you gain an edge and better understand what your potential customers expect of you in your next trade.
Jeff Bezos, Steve Jobs and even Vito Corleone use their foolproof negotiation strategies
#1. The pupils
It is said that the eyes are the “window of the soul”, and this is certainly true in negotiation.
You can learn a lot about a person’s state of mind by looking at the size of their pupils.
According to body language experts, when people are interested in or in favor of something, their pupils involuntarily dilate. On the other hand, pupils contract when someone is closed off or uninterested.
So if you’re seeing the negotiator’s pupils shrink, it’s time to turn things around and try a new course. If the pupils continue to be in evidence, you may be close to resolution.
Pay attention to your customers’ eyes and pupils: they say a lot
#two. The hands tower
Tower-shaped hands, as if praying – tend to be a gesture of strength and confidence.
But the rook can be a double-edged sword: it can also convey arrogance or arrogance in some cases.
In negotiations, use it sparingly. If you need to show strength, you can use it, but don’t use it if you’re trying to gain the person’s trust or connect with them on the same level.
#3. The deceptive touches
Remember the three wise monkeys in the Japanese proverb who “see no evil, hear no evil, and speak no evil”?
They are typically described covering the eyes, ears and mouth, respectively.
Think of those monkeys the next time you’re in a negotiation, because when your listener makes a similar gesture (touch your mouth, eyes, or ears), he may be trying to hide what he really thinks or even lying to you.
I don’t listen, I don’t see and I don’t say anything.
Pay attention to these 3 simple gestures of body behavior
In, “The Language of Emotions,” writer Paul Ekman demonstrates how we can better understand people’s emotions and interact with them, gaining influence, through body language.
Ekman is an American psychologist who is a pioneer in the study of emotions and facial expressions.
The method developed by him has already been applied at the FBI to find traces of psychopathy in suspects and to extract confessions from criminals. The American series “Lie to me” was based on studies by Paul Ekman.
This demonstrates that body language and our expressions are not just simple flukes. They are the result of things that cross our minds when we are asked or confronted with a situation.
Paul Ekman’s studies show that the body makes our feelings and opinions about things very clear, even if we say otherwise.
The 3 signals we mentioned above are simple, but if you keep them in mind the next time you enter a trade of any kind, you can see that they will give you a significant advantage.
How great negotiators use body language in negotiations
We have separated for you some books with body language tips with very relevant information:
- FBI Persuasion Manual: Written by Special Agent Dr. Jack Schafer, reveals how this American law enforcement agency detects lies by analyzing the bodily behavior of subjects.
- Unveiling the Secrets of Body Language: authored by Allan and Barbara Pease, unlocks the secrets of facial expressions and body movements.
- Body Language: by David Cohen, brings details even on eyebrow movements and head tilt to help you know how to read people’s body language.