The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Get the Prospect to Open Up
If a prospect is sitting with his or her arms folded, this is usually not a good
sign. Occasionally it is because the office is too cold, but in most cases it is a
sign of disinterest. When a person’s arms are folded, it usually means his mind is
closed. Folded arms are an unconscious body-language way of blocking out
incoming information. When he unfolds his arms, he opens his mind.
Get the prospect to unfold his arms. It is fortunately quite simple. To open the

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Get the prospect to unfold his arms. It is fortunately quite simple. To open the
client up to your message, begin by asking questions. If he does not relax and
unfold his arms, hand him something physically, like a brochure or price list to
read. Ask him to calculate a number or give you a business card. Use your
ingenuity to get those arms unfolded so that he is more open and receptive to
you and your message.
Use Positive Body Language
Crossed legs can be sending the same message. When a customer’s legs are
crossed, it usually means that he is holding back information. If his legs are
crossed at the ankle, it means that he is not telling you everything that you need
to know.
In the process of “mirroring and matching,” your prospect will tend to mimic
your own body language. When you deliberately keep your arms unfolded and
your hands open, with your feet flat on the floor, ankles uncrossed, your prospect
will often engage in the same body language.
When you lean slightly forward, listen attentively to what the prospect is
saying, nod, smile, and listen, the prospect will often engage in the same
behaviors. He or she will soon begin speaking, asking questions, and listening
more attentively as well.
Minimize Noise and Interruptions
People can only concentrate on one thing at a time. This is why it is so
important to minimize the noise and distractions in the environment while
talking to a prospect. Try to ensure that there are no interruptions. If you are in
your prospect’s place of business and there is a lot going on around you, ask if
you can move to a location where you can speak for a few minutes without
interruptions. Say, “Mr. Prospect, I only need about ten minutes of your time. Is
there somewhere we could sit where we wouldn’t be interrupted?”
You will be happily surprised at how many prospects will immediately agree
to this.