closing sales making a nonverbal

Here is our 4th article on Closing Sales and Becoming an All-Star Sales Person. This one is about the non-verbal aspects of making an approach.The non-verbal approach to prospects is about additional tools that help you build rapport irrespective of the language or words that you use. What you say is verbal, how you say it is non-verbal. Your appearance and body language are both non-verbal. Interestingly, what you say accounts for a 20% of the communication that your client or prospect receives. The other 80% is all non-verbal.Non-verbal Match and Guide is the cornerstone of my own philosophy of selling. Match your prospects, rate of speech, volume, tone of voice and attitude. Youalways begin by speaking at the same rate of speech, volume, tone of voice and attitude of your client or prospect. This makes him comfortable that you are like he is. You want to especially avoid speaking too fast. For example, suppose you were speaking fast to a slower talking person and you're a fast talker, what will he think of you? Right, you're a fast talking salesman and you know, you can't trust someone like that, can you?On the other hand, if you're a slow talker speaking to someone who is fast, she will think that you're too slow, not that bright. So this tells us that there's no one right way to talk to people. Talk to them their way for best results. The same holds true with the other non-verbal qualities of volume, tone of voice and attitude.The second part of match and guide is obviously guide. You want to guide your prospects' rate of speech, volume, tone of voice and attitude. Here's why. Let's say you've matched your prospects so he feels more comfortable with you, that's good! But what if he is an exceptionally fast talker? You can't make any impact when you're speaking very fast. So you want to slow down to make your point, that's where guiding comes in. On the other hand, if he's a very slow speaker and you're matching him, there can't be any enthusiasm, so you need to speed up a little bit and get excited. The same is true with how loudly or softly you speak, tone of voice and attitude. Match and guide your way to better rapport!What you've just done is enhanced your approach. You are building your rapport level and you're understanding the importance of one of my key principles, match and guide. More about that later.

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