Tonya Reiman

If you are in sales, you will want to pay close attention to this body language article and try out the methods taught here. As a salesperson, you are always aware of the importance of instilling trust and credibility into all the prospects and customers you meet. You are under constant scrutiny by people wondering if you are someone that they would feel comfortable dealing with or if you are someone that they want to continue to do business with.

We have talked about touching in previous articles and audios on Body Language University. There are times and situations when touching someone is completely inappropriate and so you want to use your better judgement. In addition, you will want to be careful of where you touch someone. Touching someone on the shoulder, arm or hand is typically acceptable in the USA, but be careful not to touch too long. Touches should be brief and only long enough to make a connection.

There are numerous times in which a salesperson will benefit from using the power of touching. Studies have shown that even "accidental" touches have a way of creating an instant bond. Hand a prospect some literature or a pen and touch their hand when doing so and you have made a connection with that person. Touch is powerful. A quick tap on the hand or arm when you are talking about perks is a great way to show that you are both on the same page. Touch them when you see that their interest has been piqued. Touch them to reinforce a good experience. Touch them if you think they are slipping away.

Touching someone during the sales process can be a great way to strengthen rapport. It is a fantastic way to let them know that you're on their side and that you can be trusted. It is often times a way that reinforces good feelings and can influence someone to make a positive decision. Always be observing your prospect's or customer's body language. Do they break eye contact with you? Is it obvious that they are doubting what you are saying to them? Do not attempt to use touch in this situation as it can feel inappropriate or manipulative. You would be wise to start the rapport building process over again before attempting to use touch. Sure touching can be a way of building rapport or familiarity and establishing a warm connection with someone but when someone is not in rapport with you or the time does not feel right, you should be careful in using the power of touch until a time that you feel is more comfortable and natural.

There is real magic in touching another human being. Touching is a way of obtaining a connection with another person. By using the power of touching, you are one of the very few that actually understand the amazing connections and relationships that can be formed by a simple touch of the hand or arm. Touch makes most people feel good and when done in an appropriate manner, you are allowing someone to feel those good feelings and at the same time building trust and rapport with that person. Touching is a body language skill that every salesperson should learn how to do and do correctly.

If you have questions or comments about this article, please post them in the discussion forum.

Related Articles

·  The Right Way to Be a Fantastic Listener ·  Are you Sorry, Lying or Just Don't Care?! ·  Learn How to Give Personal Space