Recognize the relational profile of your interlocutor through non-verbal communication

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Are you familiar with the principle of relationship profiles, which allows you to classify your prospect or client into a category and adapt your sales techniques for greater effectiveness?

There are 4 typical profiles, including the following para-verbal and non-verbal language habits:

The processor is distant, discreet, and speaks softly, using long denmark phone number data sentences and precise vocabulary. His face is often impassive, his body language restrained, and his gestures restrained.
The commander is distant, cold, and speaks of concrete facts at a rather rapid pace.
The Conqueror is warm, open, and speaks loudly and quickly, often using imagery. He often leans forward, has a relaxed attitude, and a steady gaze.
The consensus-minded person is warm, open, but rather discreet. They often adopt a withdrawn body position and an expressive face.
Learning to identify the profile of your interlocutor allows you to enter into their usual communication "codes" to facilitate the sale. Of course, the idea isn't to completely mimic them, but to synchronize with them.

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Adopt an attitude that demonstrates your active listening
While it is recommended to know how to analyze the relational profile of your interlocutor, one rule of non-verbal language should never be excluded in a sales relationship: that which consists of adopting an attitude which signals to your prospect or client that you are listening to them .

To do this, always make sure to adopt:

An open posture , avoiding signs of closure, such as crossed arms or legs, shifty gaze, or even a hunched back.
A genuine smile : it's a sign of your likeability, and above all, empathy. A good smile helps to disarm the fact that your interlocutor, who doesn't know you, is spontaneously "on the defensive," to bring them into a certain close relationship, without encroaching on their comfort zone.
Avoid gestures that symbolize stress
The role of salesperson can sometimes be stressful. However, a good salesperson is someone who knows how to manage this stress, both verbally and in their non-verbal communication!

So be careful to avoid any gestures that indicate latent stress. This is particularly the case with what we call “self-contact,” gestures that allow us to comfort ourselves when we are stressed . Learn to spot these self-contacts: are you adjusting your hairstyle? Are you rubbing your hands, arms, legs? Eliminate this non-verbal language now, which makes you appear rather “weak”!