Body Language Sales Secrets

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BEYOND YOUR COMFORT ZONE

Comfort zone: that place where you feel unthreatened and in control. In selling, you are outside it much of the time—if you’re really good. An emotionally flat exchange with a prospect may project how stress-free you are, but that’s as engaging as a first date with no spark. A certain amount of emotion helps establish and strengthen a connection; it’s “good stress.”

In selling, you are always pursuing a particular outcome (the order, the commitment, the contract), but being successful means accepting an uncertain path to your goal. That is the fun in selling: responding artfully and effectively to whatever comes your way during the sales process.

Let’s start with the premise that you get a little amped when you’re selling. ...