August 21, 2012 by Christian Schappel
Posted in: communication, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, Special Report - Sales & Marketing
You try to arm your reps with the best tools for closing deals during face-to-face meetings. But one or more of these six habits could be sabotaging your sales force:
- Taking eyes off the prize. Failure to hold eye contact signals discomfort and lack of confidence.
- Filling in. Clogging up speech with “ums” and “uhs” shows a lack of conviction and undercuts the message.
- Uptalk. Inflecting upwards turns everything into a question and undermines assurance.
- Fidgeting. Excessive movements give off nervous vibes that also make prospects uneasy.
- Hiding the fidgets. Masking fidgets (by doing things like crossing arms) amps up awkwardness and builds a barrier against communication.
- Hiding in plain sight. We minimize the space we occupy (by moving feet together or hunching) when we feel intimidated, and this screams it.