Body Language for

Negotiation & Selling

 Body Language for Negotiation & Selling

What is body language ?

 Body Language for Negotiation & Selling

What is body language ?

 Body Language for Negotiation & Selling

What is body language ?

“ Its what you ‘Don’t Say’ that matters”
 Body Language for Negotiation & Selling
What is body language ?
“ Its what you ‘Don’t Say’ that matters”

Non verbal behavior is commonly called as

Body Language.
Body Language sends strong + or – signals.
This is how much it influence your message:
Words : 8
Tone of Voice : 34
Non Verbal Clues : 58
 Body Language for Negotiation & Selling
What is body language ?
“ Its what you ‘Don’t Say’ that matters”
 Body Language for Negotiation & Selling
What is body language ?
“ Its what you ‘Don’t Say’ that matters”
 Body Language for Negotiation & Selling
What is body language ?
“ Its what you ‘Don’t Say’ that matters”
 Body Language for Negotiation & Selling
What is body language ?
“ Its what you ‘Don’t Say’ that matters”
 Body Language for Negotiation & Selling

What is body language ?

“ Its what you ‘Don’t Say’ that matters”
Non verbal behavior is commonly called as Body Language .

So how this communication happens :

The communication without words.
 Body Language for Negotiation & Selling

What is body language ?

“ Its what you ‘Don’t Say’ that matters”
Non verbal behavior is commonly called as Body Language .

So how this communication happens :

The communication without words.
The face is used a great deal. (Eyes ,Smile , ) Hand
signals, shrugs, head movements, etc. also are used.
 Body Language for Negotiation & Selling

So how this communication happens :

The communication without words.

The face is used a great deal. (Eyes ,Smile , )

 Body Language for Negotiation & Selling

What is body language ?

“ Its what you ‘Don’t Say’ that matters”
Non verbal behavior is commonly called as Body Language .

So how this communication happens :

The communication without words.
The face is used a great deal. (Eyes ,Smile , ) Hand
signals, shrugs, head movements, etc. also are used.

It is often subconscious. It can be used for:

 Body Language for Negotiation & Selling

It is often subconscious. It can be used for:

1.Expressing emotion (e.g. smiling to show happiness)

2.Conveying attitudes (e.g. staring to show aggression)
3.Demonstrating personality traits (e.g. open palms to
show accepting qualities ,Physique ,Enthusiasm )
4.Supporting verbal communication.
 Body Language for Negotiation & Selling
(Using Body Language )

Body language is an important part of communication

which can constitute 50% or more of what we are
communicating.
Message clusters :
Body language comes in clusters of signals and
postures, depending on the internal emotions and
mental states.
 Body Language for Negotiation & Selling
(Parts-of –the-Body Language )

You can send signals with individual parts of the

body as well. Here's details of the contributions of
each part of the body.
1.Head: Face, Cheek, Chin, Mouth, Lips, Teeth, Tongue,
Nose, Eyes, Eyebrow, Forehead, Hair
2.Arm: Elbow, Hand, Finger
3.Torso: Neck, Shoulder, Chest, Hips
4. Legs: Thigh, Knee, Foot
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
Stand openly , welcoming them, inquiring of their
needs and showing readiness to Listen
While talking, be clear and Assertive , neither
dominating nor submitting
Clear body language is relaxed.
Do not include unnecessary movement which may
cause confusion or betray nervousness.
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
Stand openly , welcoming them, inquiring of their
needs and showing readiness to Listen
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
Stand openly , welcoming them, inquiring of their needs and showing readiness to Listen

While talking, be clear and Assertive ,neither

dominating nor submitting
Clear body language is relaxed.
Do not include unnecessary movement which may
cause confusion or betray nervousness.
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
2. Match and move :
Start off largely reflecting them back, for example
by matching body language and using similar verbal
style, in order to create an emotional bond with
them.
Keep your body at the same level as them, for example
standing up to greet them and sitting at the same
time.
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
2. Match and move :
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
2. Match and move :
3. Lean in
When you lean in towards the customer, you are getting closer
to them, creating a bond.
Danger is, some may consider it an invasion of their
personal body space, so still treat distance with care until you
have their confidence.
Leaning in, rather than moving in, is a tentative action and
hence is more acceptable.
Leaning also lowers the body and is a subtle bow, showing
respect and deference, hence taking the sting out of any
perception of dominance.
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1. Open assertion
2. Match and move :
3. Lean in
4. Subtle moves
When using body language to influence proceedings, do with care.
Some actions you can use include:
A. Raising eyebrows or tilting head slightly to show questioning or
surprise.
B. Pressing lips slightly together with light frown to show
disagreement.
C. Gently smiling to show liking of the customer and comfort with
the situation.
D. Relaxed face to show confidence.
E. Regular soft eye contact that shows caring (not looking away nor
staring at them).
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1.Open assertion
2.Match and move :
3.Lean in
4. Subtle moves

5. Care with power

A. Beware of dominant body language or other displays
of power.
B. Many sales people still try to take this position of control, it is
a high risk strategy.
C. Assuming superiority can work when customers are
uncertain or are submissive.
D. It can have angry and counterproductive reaction, and so
should be used only with care.
 Body Language for Negotiation & Selling
(Sales Body Language : Summary)

1.Open assertion
2.Match and move :
3.Lean in
4. Subtle moves
5. Care with power

Summary :
• Alignment should be easy, but can be difficult. You should
respect and like all customers and believe deeply in what you
are selling. You should also respect yourself and consider
yourself equal to others (not superior and not inferior).
• Couple this, with observing your own body language as
feedback on your thoughts and you will not go far wrong.
Body Language for Negotiation & Selling
(Sales Body Language )