Three men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…
- What does his posture tell you?
- What’s his attitude about the pending interview?
- What do you do?
- Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
- Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
- You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.
Posted in Body Language, Job Interview, Management, Sales, Sales Management, Selling with Your Eyes
- Tagged entrepreneur, listening, marketing, meetings, negotiating, networking, personalities, presentations, sales psychology, Small Business
Three minutes earlier the blond interrupted the conversation already in progress between the man and the woman.
- Should she remain or move on?
- The man is explaining why he made a particular decision. Is he being truthful?
- What does the brunet’s body language say?
- The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
- With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
- She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.
Posted in Body Language, Listening, Sales, Sales Management, Selling with Your Eyes
- Tagged communications, entrepreneur, management, meetings, networking, objections, presentations, sales psychology, Small Business, speaking
As the hostess of your party, two of your newest friends make their entrance into the crowded room. The woman is making eye contact with others but not stopping for conversations. The man with her is looking around with detachment. Is your party in for trouble?
(2) Not to worry. Just the typical male/female entrance. Women can walk across the room and by the time they reach the other side they know the relationships of everyone in the room and who’s with whom. The male is up to his ancestral primitive ways. Men, as hunters, are always searching for escapes and exits. He doesn’t have a clue as to what’s going on and just wants to know how to get out of here as quickly as possible without getting trapped. (That’s easy. Just locate where all the other males are standing.)
Posted in Body Language, Networking, Sales
- Tagged communications, meetings, men v. women, networking, party, People, Relationships, sales psychology, social function
You’ve completed your presentation before your client’s group and you’re taking questions. You notice the marketing director’s chin rests upon her thumb, her index finger points upwards, and she has a slight smile.
- Is she having positive or negative thoughts?
- What does her posture say?
- What should you do?
- Most people think this is a signal of interest. It’s not. She’s having negative or critical thoughts about you or your presentation. Even though she has a smile, the negative gestures outweigh the positives.
- Leaning away from you with her arm in front of her torso completes the cluster of negative signals that should warn you to do something.
- Get her involved immediately. Simply stating, “You seem to have some concerns. Would you mind telling me what you think?” will get her to change her body language and attitude.
During a break in our Cleveland seminar, an owner told me I should change the name of our seminar from Cold Calling for Cowards® to “How to Make Warm Calls”. He stresses to his salespeople to think of their calls as being warm calls and not cold calls to make the process more fun.
Couple of things.
First, the title of the seminar has brought in over 150,000 attendees. Why? The title is emotional. People identify with the feeling.
Second, cold calling isn’t fun. It works. But it isn’t fun. Cold calling sucks and changing the name isn’t going to take the dread out of the process. Just like the rose, cold calling is still cold calling by any other name.
The truth about cold calling? Those who actually do it know what I’m talking about.
Posted in Cold Calling, Sales, Small Business
- Tagged body language, books, Business, dress, entrepreneur, humor, job interview, listening, meetings, motivation, networking, objections, presentations, qualifying customers, referrals, sales management, scripts, telephone cold calling, voicemail