When it comes to generating sales, business consultants everywhere say it’s not only your verbal communication that makes or breaks the deal. Instead, it now been realised that nonverbal communication is the main factor for achieving successful sales.
Communication skills are a main area business coaching evaluates in a person or company. While spoken and written interaction are key aspects of communication, what’s being shared through nonverbal messages is just as important.
In the opinion of business consultants everywhere, eye contact, body language and active listening are all crucial aspects of nonverbal communication. Studies evaluating communication skills found that nonverbal messages are 55% effective in delivering your sales message, compared with 38% for voice inflection and 7% for words.
A executive coach will concentrate their attention on your communication skills. Some areas to consider when enhancing nonverbal communication skills are:
1. Eye Contact. Good eye contact, say business consultants, is an essential nonverbal sales technique. From the point of view of business coaching experts, eye contact plays a significant part in developing credibility and strong interpersonal communication.
2. Active Listening. Active listening, according to business coaching professionals, is being aware of what another person is saying by silently giving supportive clues, like a nod of your head or expressive eyes, and then verbally restating their concerns. As business consultants point out, active listening establishes customer rapport and helps you to more effectively tailor your sales message to a customer’s needs. A business coach, executive coach, or executive management training are the best resources for learning effective listening skills.
3. Body Language. Most business coaches or executive coaches will tell you that a exceptional leader is someone who radiates confidence and enthusiasm with their posture alone. That’s why so many organisations implement executive management training to teach their sales staff essential body language approaches. For example, a receptive stance is folding your hands in a relaxed manner in front of you and expressing your undivided attention. A relaxed, welcoming posture helps to form a trusting business relationship.
4. Voice Tone. When you speak, business consultants recommend a warm and enthusiastic tone, with a change in inflection to stress important points. A successful sales pitch, according to executive management training courses, should have the proper balance of emotion and energy. A business coach or executive coach is an excellent resource for honing your tactics.
5. Facial Expressions. Your feelings and thoughts show on your face, in particular your eyes and mouth. Business coaching can help you with developing approachability through your smile and eyes.
6. Gesturing. While it’s good to use gestures to keep your sales message interesting, business coaching shows you how not to overdo them. Through executive management training, you can begin to understand the ideal balance between gesturing with your hands, head, or eyes so the listener will stay transfixed on what you’re saying.
Executive management training can help you with creating awareness of your active and passive communication, and then help you to understand it’s role in your upcoming success. In the majority of cases, a business coach or executive coach has found that making a sale is based almost entirely on communication skills.
Alan Gillies is the Managing Director of the L2L Group, specialising in providing Executive Coaching, Training and Consultancy Services to Businesses across the Globe. Want to learn more about these business success strategies? Get Alan’s popular FREE Business Pack today!
