Non-Verbal Communication Matters
In sales, we spend a lot of time thinking about what we’re going to say . Our pitch, our value proposition, our questions & our presentation all matter. But some of the most valuable information in a sales conversation is never spoken. Whether you’re making a prospecting call, sitting across the table from a real estate agent, attending an office meeting, or meeting over Zoom, paying attention to tone, pace, body language, facial expressions, & engagement can help you better understand the person in front of you. The goal isn’t to analyze people. It’s to listen more completely. 1. Listen Beyond the Words Many relationships begin with a phone call. Without visual cues, your ability to listen becomes even more important. Pay attention to changes in tone, pace, pauses, enthusiasm & engagement . Instead of rushing to your next talking point, slow down and listen. A pause or change in tone may simply be a signal to ask another thoughtful question. 2. Build Trust Before You Sel...