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