In order to run a successful MSP business, you obviously need to make sales— but added knowledge about body language can help your salespeople close even more deals. Anyone who has a successful career in sales usually has an innate skill to be able to empathize with a potential customer and tailor their sales presentation or negotiation accordingly. However, with a little inside knowledge the same result is possible for anyone, it just takes practice.
Interaction with prospective clients or customers goes beyond just the verbal connection. Without realizing it, their face, eyes, and posture can all give you an idea of what they are thinking, which is invaluable when you are trying to gauge how keen they are. Learning about what different stances and expressions mean can give you the edge as you can try to spot when they are less than keen, offer to get them to explain their problem, then you have the opportunity to allay their fears and persuade them of the benefits of your product or service.
Expressions to Look Out For
During sales negotiations for your MSP business, there are a number of aspects that you will need to study:
The eyes are very important as experts recommend maintaining eye contact for around 60-70% of the time. Less than this and the other person appears disinterested; more, and the likelihood is they are trying to intimidate you. Either way, you need to pique their interest somehow or ameliorate their worries or fears.
As far as the face itself is concerned, smiling or nodding along with you will obviously signify agreement, whereas narrowed eyes, compressed lips, and lowered eyebrows can all imply unhappiness or disagreement with what you are saying.
Stance can also be a big giveaway during a meeting. The open and receptive arm position with the body facing you, whether sitting or standing, is a positive gesture. However, crossed legs, arms, or a lean towards the door all signify unhappiness or disagreement. And a particularly telling point is if someone is fiddling with items on the desk or tapping with either fingers or feet; they are all surefire ways you can tell if someone is not hanging on your every word.
If you want your MSP business to go from strength to strength, you need to close as many deals as possible. During the sales process, you need to make sure you are aware of the subconscious reactions of your customer without being too obvious yourself. It is human nature to be able to read body language, and a lot of the time you will be reacting to someone else’s body language automatically without realizing. But as part of the sales process, it helps to be able to analyze exactly what is happening so that you can tailor your reaction accordingly. The most successful salespeople will be able to do this instinctively, and with practice, anyone else can, too. But in the meantime, as long as you are combating the objections of your potential customer by noticing when they are reticent, drawing out their issues, and being able to answer them positively then you should be well on the way to landing those elusive deals.