“The value of reading body language is like possessing the keys of influence to unlock someone’s mind, by gaining unguarded access to their hidden thoughts.” -The Master Negotiator & Body Language Expert

You can gain the value of influence in negotiations by reading body language accurately.

Momma told me not to run. Don’t move too quickly! You might miss something right in front of you. No, that’s not an oxymoron. Such were the wise words then and now related to the value of reading body language to gain insight and influence in negotiations.

Take the following insight I gained from my mother on just that topic.

I recall a time when I was 17; I’d saved my money to buy an advertised car I saw at a dealership. My mother and I went to the dealership only to find out that the car had just been sold. The salesperson said ‘not to worry’, as he showed us another car; it cost slightly more than the original car that was advertised.

My mother attempted to get a lower price for the car, but the salesperson only budged a little and wouldn’t go any lower after that. He said that was his best price. After sparring in several negotiation sessions after that, my mother got up to leave; I was dejected, dispirited, and disappointed at not getting a car, and it showed on my face. The salesperson looked at my face and said to my mother, “You don’t want to disappoint your son, do you?” To which my mother replied, “You’d be the one disappointing him. He came here on good faith to buy the car you advertised. Now, you’re telling us the car was just sold (defiant look of disbelief). How does that sound to you? Would you want someone to do that to your son or daughter?” The salesperson replied, with a fallen-face, “You can have the car at the same price as the one advertised.”

Is was at that moment that I observed the effect that body language could have on a negotiation, along with how to utilize a negotiation strategy based on the body language being discussed. With one-fell-swoop, my mother turned the body language strategy the salesperson attempted to use on us (i.e. my sadness/disappointment) against him and into one of reflection. She did so by invoking fairness, when she asked the salesperson if he’d like that dejected feeling I was displaying thrust upon one of his kids. She went deeper into his emotional psyche when she implied, with added emphasis via her body language, the disbelief she possessed that the advertised car had just been sold. Note that she didn’t confront him by saying so, she let her body language speak for her.

From the time two people shake hands at the start of a negotiation, they’re negotiating. Actually, they started negotiating before they reached the formal negotiation via any communications they’ve had. That occurs even if it was in the form of one person gathering information about the other and developing strategies based on what was gleaned.

If you wish to gain influence in your negotiations, learn to read body language more accurately. You see and sense the appropriate times to employ negotiation strategies, based on the body language signals you see. Once you add reading body language to your negotiation rapport, you’ll become a more dynamic negotiator… and everything will be right with the world.

Remember, you’re always negotiating!

Samples are an invariable aid to peak the prospects interest in your product during your presentation, or after a discussion on the product.

The old adage ” a picture is worth a thousand words’ is compounded twenty times that when a prospect not only sees the product but also feels it and touches it. Hearing about something is good, seeing it is better, but handling it is the most beneficial. Simply put when the customer’s senses are involved with the product to a greater degree it is more beneficial to the customer and the presenter.

To get the best results while using samples during your presentation try this:

1 – It goes without saying only use samples that are clean, in good condition,and are able to do what they are intended to do. Never use or give out a sample unless you checked it out and are sure it functions properly.

2 – Never leave a sample unless you have shown the customer how to use it.

3 – Make sure the samples you choose fits the customer’s needs. Using any other samples is confusing and a waste of time.

4 – Never show too many samples at once. (two at the most). More than two is overwhelming and confusing. In this case too much of a good thing is not a good thing.

5 – Maintain control of the presentation and the handling of samples. It is best not to let the customer handle them during the presentation, it detracts from their concentration. If the customer reaches for them, stop talking, smile, pause, let them handle it momentarily, then judiciously and politely take it out of their hands. Pause a moment; smile; and continue.

6 – Leave literature pertaining to the product with as much pertinent information as possible. It should contain size, colors, dimensions, ordering information. Anything that can be used for quick customer referral.

When you are finished; of utmost importance, pause and say this ” let me just go over these few points again”. No matter how thorough you thought your presentation was, if the customer didn’t understand it, it was a failure. The customer is not going to admit they didn’t understand something. Once again, this is crucial; if the customer didn’t understand something they are not going to admit it. This approach of restating a few points once again allows for this important point and it may be the difference between success and failure.

Before you leave set up a time and date to review the customer’s feelings and impressions. Most important follow up by phone as soon as possible to make sure:

A – Nothing was overlooked.
B – The customer understood everything.
C – There are no questions that can impede your progress.

It is critical that everything pertaining to your product is understood and accepted. If this is not the case then no matter how good your product or presentation is or was, you would have failed.