Recently I had the opportunity to interview author David Rich about his book Contagious Selling. In this interview, we went over numerous topics including Speech and Body Language in Sales.
Here is a video on Speech and Body Language in Sales:
Transcription of Speech and Body Language in Sales:
CHRIS HAMILTON: Another chapter in your book, Contagious Selling, is the “Art and Science of Being Contagious,” where you talk about speech and body language. I don’t think a lot of sales reps understand the importance of being able to interpret body language. You spend a good deal of time describing how to “read” or interpret someone’s speech and body movements. Why is that skill so important to a salesperson?
DAVID RICH: Well, let me broaden the scope of the discussion a little bit. Being able to read a person while you’re engaged in the selling process is vital to its success, but it’s also important in building any relationship. Body language, vocal patterns, and the sound of your voice are all at play, even if you take selling out of the equation.
The sound of your voice may not be the first thing someone notices, as your physical appearance also matters. One of the most interesting things I learned while doing research for this book was that the single biggest factor in making a good impression and building rapport is the sound of one’s voice. We connect or don’t connect through our voices. This is called paralinguistics—the art and science of using your voice as an element of persuasion.
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Keyword: Speech and Body Language in Sales
