By: Kimberly Roselle

The human body is capable of so many incredible things. Recently I watched a TV show called Lie to Me. It reminded me of how I used to try and watch actors on stage to see if their “true selves” could be seen or if they could fully embody the character. Most people are capable of lying with their words, but not with their body language. So, what does this have to do with sales?

Without realizing, your body language might be sending the wrong signals. You might be communicating mistrust or offending your potential customers without meaning to. If you know how to use body language, you will be able to avoid sales pitfalls and convey body signals that make your customers say “yes!”

I recently found this fascinating infographic: http://dailyinfographic.com/improve-attractiveness-with-body-language-infographic

Some important take aways from this infographic are:

• Words account for only 7% of our overall effective communication
• Body language accounts for 55%

How can you apply this information to your sales technique? When a customer comes onto the lot, don’t rush out to them. First, read their body language and take your cues from them. Do they have a closed posture or are they open? Are they keeping their head down and moving quickly or are they looking about and lingering over vehicles? Understanding your customers’ unspoken signs can go a long way to helping you build trust and a positive relationship with them.

In the first four seconds, people will make judgments about you and will subconsciously decide:

• I will (or will not) buy from this person.
• I will (or will not) like this person.
• I find this person kind (or not).
• I find this person intelligent (or not).

As you approach your customer they are also unconsciously reading your body language. Are you standing tall? Do you look them in the eye? Is your smile genuine? Be aware of yourself. While you can’t lie with your body, you can project the confidence and friendliness the majority of customers are looking for while shopping.