L2L Group

When it comes to landing a sale, business consultants say it's not necessarily your verbal message that makes or breaks the deal. Rather, nonverbal communication is the most effective for sales success.

Communication skills are a main area business coaching evaluates in a person or company. While spoken and written exchanges are key facets of communication, what is being portrayed through nonverbal messages is equally important.

According to business consultants, eye contact, body language and active listening are all part of nonverbal communication. Studies evaluating communication skills found that nonverbal messages are 55% effective in delivering your sales message, compared with 38% for voice inflection and 7% for words.

A business coach or executive coach focuses on your communication skills. Some areas to consider when enhancing nonverbal communication skills are:

1. Eye Contact. Good eye contact, say business consultants, is an essential nonverbal sales technique. According to business coaching experts, eye contact establishes credibility and good interpersonal communication.
2. Active Listening. Active listening, according to business coaching professionals, is being aware of what another person is saying by silently giving supportive clues, like a nod of your head or expressive eyes, and then verbally restating their concerns. As business consultants point out, active listening builds customer rapport and allows you to better tailor your sales message to a customer's needs. A business coach, executive coach, or executive management training are the best resources for learning effective listening skills.
3. Body Language. Many a business coach or executive coach will tell you that a good leader is one who shows confidence and enthusiasm through their posture. That's why many companies use executive management training to teach sales employees important body language approaches. For example, a welcoming stance is folding your hands loosely in front of you and giving your undivided attention. A relaxed, welcoming posture helps to form a trusting business relationship.
4. Voice Tone. When you speak, business consultants recommend a warm and enthusiastic tone, with a change in inflection to stress important points. A successful sales pitch, according to executive management training courses, should have the proper balance of emotion and energy. A business coach or executive coach is a good resource for polishing your delivery.
5. Facial Expressions. Your feelings and thoughts show on your face, in particular your eyes and mouth. Business coaching can assist you with ways to convey warmth and trust through your smile and eyes.
6. Gesturing. While it's good to use gestures to keep your sales message interesting, business coaching shows you how not to overdo them. Through executive management training, you can learn the proper balance of gesturing with your hands, head, or eyes so the listener will remain focused on what you're saying.

Executive management training can help you become better aware of your active and passive communication, and illustrate its role in your success. In the majority of cases, a business coach or executive coach has found that making a sale is based almost entirely on communication skills.