Focus Magazine - Fall 2016 - 40

LEADERSHIP/MANAGEMENTDEVELOPMENT Nonverbal Leadership ■ By Jeff Kosor and Renee Farmer I n a competitive marketplace, the little things can mean the difference between closing the deal and being locked out of landing that new client. Sometimes leading a team of sales professionals requires motivational speeches and training in competitive sales techniques. Sometimes, not so much. e truth is that nonverbal communication reigns supreme in the art of relationship building and if you can master a few simple body language techniques, you and your team will always have an edge. Tip #1: Mirroring When meeting a person for the first time, it is human nature to assess whether that person is responding positively or negatively to us. Survival A primary reason for successful long-term business relationships is due to creating the right vibes with your clientele. instincts kick in and this assessment subconsciously takes over. What the brain is watching for is what is known as mirroring. Does the person mimic your stance and posture? If so, then he is building rapport with you. If not, you will need to make an adjustment to your own body language so that his brain acknowledges that you are interested in fitting in with him. One of the most commonlyrecognized acts of mirroring is yawning. When one person sitting in a room full of people begins to yawn, the effects are visible as others around the room begin yawning. Jokingly, we consider a yawn contagious, but in reality our minds are mirroring what we see in an effort to fit into the social structure surrounding us in the moment. A primary reason for successful long-term business relationships is due to creating the right vibes with your clientele. As happens in courtship, rapport with clients is built by bonding with them in sociallyacceptable ways. Gestures as simple as crossing your legs or holding your phone the same way as a client does sends the message that you are in synch with him. As like remains with like, the more successfully you mirror your customer, the more frequently he will choose your product over your competitor's. Tip #2: The Legs Reveal Much It has frequently been said that the eyes are the windows to the soul. As everyone knows this, people have been taught to mask their expressions 40 so they do not give away the bank. e further from the brain a body part is positioned, the less attention we give it. is can work in your favor if you learn to pay attention to the lower extremities because your customer is likely unaware that his legs are signaling one thing while his eyes are saying another. e brain is hard-wired to go aer what we want and avoid what we do not want. Hence, open or uncrossed leg positioning indicates a certain level of comfort with the conversation. Closed or crossed legs reveal uncertainty. Arms across the chest with legs crossed is a certain indication that you have lost your customer's interest. When standing, pay attention to the direction the foot is pointing. If pointing toward you, the person is interested in what you have to say and does not intend to walk away. If pointing away, you are no longer the most interesting or FOCUS | FALL 2016 | www.L-TEN.org http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2016

Focus Magazine
From the President: Discovering the 'Why'
Table of Contents
Table of Contents
Guest Editor: Going Mobile for Learning
Directions: The Art of Customer Service
Front of the Room: Don't Fear the Cricket
Neuroscience: The Science of Collaboration
Sustaining & Measuring Leadership Development
Wrapping Up the 45th LTEN Annual Conference
Selling Performance in the Field Visit Process
Medical Simulation: Is It Worth the Investment?
Nonverbal Leadership
3 Technology Trends to Try
Sales Training: Increasing the Likelihood of Success
Virtual How: Compensation, Incentives and Levels
Ad Index
Focus Contacts
5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Intro
Focus Magazine - Fall 2016 - Focus Magazine
Focus Magazine - Fall 2016 - Cover2
Focus Magazine - Fall 2016 - 3
Focus Magazine - Fall 2016 - 4
Focus Magazine - Fall 2016 - From the President: Discovering the 'Why'
Focus Magazine - Fall 2016 - 6
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 8
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 10
Focus Magazine - Fall 2016 - Guest Editor: Going Mobile for Learning
Focus Magazine - Fall 2016 - 12
Focus Magazine - Fall 2016 - Directions: The Art of Customer Service
Focus Magazine - Fall 2016 - 14
Focus Magazine - Fall 2016 - Front of the Room: Don't Fear the Cricket
Focus Magazine - Fall 2016 - 16
Focus Magazine - Fall 2016 - Neuroscience: The Science of Collaboration
Focus Magazine - Fall 2016 - 18
Focus Magazine - Fall 2016 - Sustaining & Measuring Leadership Development
Focus Magazine - Fall 2016 - 20
Focus Magazine - Fall 2016 - 21
Focus Magazine - Fall 2016 - 22
Focus Magazine - Fall 2016 - 23
Focus Magazine - Fall 2016 - Wrapping Up the 45th LTEN Annual Conference
Focus Magazine - Fall 2016 - 25
Focus Magazine - Fall 2016 - 26
Focus Magazine - Fall 2016 - 27
Focus Magazine - Fall 2016 - 28
Focus Magazine - Fall 2016 - Selling Performance in the Field Visit Process
Focus Magazine - Fall 2016 - 30
Focus Magazine - Fall 2016 - 31
Focus Magazine - Fall 2016 - 32
Focus Magazine - Fall 2016 - 33
Focus Magazine - Fall 2016 - 34
Focus Magazine - Fall 2016 - 35
Focus Magazine - Fall 2016 - Medical Simulation: Is It Worth the Investment?
Focus Magazine - Fall 2016 - 37
Focus Magazine - Fall 2016 - 38
Focus Magazine - Fall 2016 - 39
Focus Magazine - Fall 2016 - Nonverbal Leadership
Focus Magazine - Fall 2016 - 41
Focus Magazine - Fall 2016 - 42
Focus Magazine - Fall 2016 - 43
Focus Magazine - Fall 2016 - 3 Technology Trends to Try
Focus Magazine - Fall 2016 - 45
Focus Magazine - Fall 2016 - Sales Training: Increasing the Likelihood of Success
Focus Magazine - Fall 2016 - 47
Focus Magazine - Fall 2016 - 48
Focus Magazine - Fall 2016 - Virtual How: Compensation, Incentives and Levels
Focus Magazine - Fall 2016 - 50
Focus Magazine - Fall 2016 - 51
Focus Magazine - Fall 2016 - Ad Index
Focus Magazine - Fall 2016 - Focus Contacts
Focus Magazine - Fall 2016 - 5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Cover3
Focus Magazine - Fall 2016 - Cover4
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