Each of these can aff ect your body positioning, and thus the message

you deliver to the other person. Lean back in your chair instead of leaning

forward, and you will demonstrate a more relaxed body positioning.

Here are a few other pointers to keep in mind with respect to body

language.

Arm crossing: Although you may naturally adopt this position, many

people will perceive this as being defensive. When a customer or pros-

pect is speaking, avoid crossing your arms, especially if the customer

says something negative.

Fidgeting: Th

is includes leg shaking or bouncing and foot tapping, which

often indicate impatience or nervousness. Some people have a tendency

to fi dget when they are required to sit for long periods. However, exhib-

iting these movements during a client meeting will detract from your

professionalism.

Yawning: Th

is occurs when we are fatigued, drowsy, or bored. To prevent

yawning during a meeting, I recommend that you drink plenty of water

prior to your meeting. I have found that water refreshes my body and

helps me overcome the natural fatigue that occurs during the day. Also,

most people are more alert at certain times of day. Whenever possible,

try to schedule important meetings when you have the most energy or

are at your peak.

Stand: Always remain standing while waiting to meet a prospect. Th

is

helps eliminate the awkwardness you may experience trying to get up

from a chair when your contact suddenly appears. Plus, this increases your

energy level, which will be noticed by your prospect, client, or customer.

SALES TIP

Pay attention to the nonverbal message you deliver to your prospect or customer

during your next sales call.

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