Training:
Selling With Visual Communicators
What It Is:
Body language is so important during the sales process. Yet many of us don't
realize we are sabotaging ourselves by crossing our legs or not maintaining
eye contact. One study watched 2,000 people and the ones who had their legs
crossed did not make the sale.
This game helps team members learn basic techniques to make sure their body
language and appearance sends the right message. Improving their "visual
communication" will help them close more sales.
Time:
About 15 minutes
You'll Need:
Pictures of people in different poses from magazines. Choose photos of
people crossing their arms, holding their arms open, smiling, frowning, in
work clothes, dressy clothes, etc.
How To Play:
Give pictures to teams and ask them to answer the following questions:
What do you think this person does for a living?
How is this person feeling?
Would you want to buy anything from this person?
Out of all of the examples, who do you most resemble and why?
After ten minutes, ask team members to write down their conclusions. Taking
turns, ask someone from each team to "report" their conclusions.
Tie It All Together:
Ask these questions to your team members.
Q: How does your body language and appearance affect your personality with
your prospect or customer?
Q: What kind of posture shows you are:
-interested? -angry? -too pushy? -concerned?
-sincere? -distracted?
Q: What posture helps diffuse angry customers? How should you stand when a
prospect is objecting to something? (A: You're looking for an open posture
answer. Lean forward slightly, don't cross your arms, maintain eye contact,
nod your head to show you understand.)
Q: What are you going to change about your body language or appearance today?
Use Visual Communication To Introduce New Uniforms
The above exercise is a great way to introduce your new uniforms or dress
code. (Better appearance = more sales.) Ask a representative from a
department store (Nordstrom, Banana Republic and Macy's have helped property
management companies) to show employees how to make the most of a few basic
wardrobe pieces (add belts, accessories, etc.).
One community gave new haircuts to employees. Another community had a
contest, the winner won a make over, and she was promoted within three months!
Conclusion:
A bit of knowledge can go a long way! Improving appearance and body language
will close more sales.
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