Body language. It’s an age-old sales technique that sometimes goes out the window.
Raise your hand if you have ever walked into a retail store and had a sales assistant approach you rapidly and before you can respond to their rushed hello, they have already rattled off the entire stores’ current sales menu and pointed you towards the new arrivals section of the store.
In today’s HOW TO: business series, we look at the do’s and don’ts of how you can bag a sale before opening your mouth.
unless there is a fire. Then running is totally appropriate. Running in a store will make your customer feel rushed. There is no need to run, even if the phone is on it’s last ring, it’s ok because they will leave a message. Your full attention should be on the customer in your presence anyway.
Don’t touch your face, especially when responding to a question the customer has asked. Scratching your nose, rubbing your eyes, covering your mouth etc. these are off limits. Touching your face while responding to a question implies you are lying. Best be safe and leave your face alone.
This is body language 101. This implies you are defensive and uncomfortable. Doing this in the presence of a customer will ensure they also feel uncomfortable.
Shoulders back, walk tall, smile and be genuine. That’s all it takes. Even if you are not feeling super hot, your potential customer does not know that so #fakeituntilyoumakeit
But…don’t be weird about it. Eye contact exudes confidence and is polite however there is a fine line between keeping eye-contact and staring which is incredibly uncomfortable, not only for the customer but also your poor pupils. Give them a break and look at an item you are showing them, this also shows you are passionate about what you are talking about and really invested.
If you are on a physical higher level then your customer aka you are standing on a ledge or stair or slight incline, walk down to be on the same level as your customer. No one wants to feel intimidated when they walk into a store.
LAST BUT NOT LEAST