Focus Magazine - Fall 2016 - 42

LEADERSHIP/MANAGEMENTDEVELOPMENT attractive person in the room. Speaking of feet, multiple research studies into the body's reaction to lying point to the feet as a very powerful indicator of truth. When managers were instructed to lie as convincingly as possible, they focused heavily on masking truth in their facial expressions, but paid little attention to their feet. Researchers observed that when people lie they have excellent control over their hands and face, but their increased lowerbody movements (legs and feet) gave them away every time. is is why glass-topped tables have proven to incite greater stress during meetings than solid tables. Where you sit in relation to other people is oen more powerful than what you say. Your position at the table sends multiple messages from cooperation to disinterest to intimidation. For example, sitting across from someone sends bad vibes. Seating four people at a four-person table creates a competitive and a cooperative environment. e two people sitting across from each other compete while the two people sitting next to each other are friendlier, sharing equal ground. Interestingly, the le side of the face has been proven to be the best side for giving a presentation and the teacher's pet most frequently sits to the le. If someone sits down to your le, he is already a fan. In the world of gatekeepers, the person who sits to the le of your client might just prove to be your most valuable resource. At a rectangular table, the person who sits at the end of the table (as long as he does not have his back to the door) is considered the one with the most influence, even if everyone at the table is of equal rank. e secondmost powerful person at the same table would be the one sitting opposite him, at the other end of the table. To avoid the perception that you are placing yourself above your client, choose a round table and set three chairs in a triangle around it. is keeps everyone on the same level and allows for friendly conversation. Body language is an invaluable tool in the art of selling. e more you understand it, the more cautious you become about the unspoken messages you are sending. Taking time in advance of an important meeting to strategize how best to deliver the pitch can mean the diﬀerence between landing the deal and being le out in the cold. In the world of sales leadership, more oen than not the nonverbal lessons are the most powerful ones. ■ Tip #3: Setting the Table It is believed that as far back as King Arthur's time, seating arrangements were recognized as powerful negotiation tools. e reason for his choice in using the Round Table when strategizing was due to his decision to share authority with his most trusted advisors. A thousand years later, the use of the conference table is still a powerful tool for getting what you want. Jeff Kosor is the vice president of sales for ProCare Rx. Email him at jkosor@procarerx.com. Dr. Farmer is an organizational development consultant. Email her at renee@tacticalpsychology.org. 42 FOCUS | FALL 2016 | www.L-TEN.org http://www.L-TEN.org

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