What is your body posture like right now? Are you hunched over? Leaning back? Are you playing with something in your hand? Whatever you are doing, it is a direct reflection of what you are thinking and how you are feeling. Don’t believe me? Take a few minutes to think about your plans for the upcoming holidays. If they are exciting, your back probably straightened up and your shoulders likely pushed back. Conversely, if your mind were to take a few minutes and think about something sad or disappointing, your back would probably curl forward and your shoulders will sink. In one of the TED Talks we watched during the October 31 Day TED Talk challenge, Harvard professor Amy Cuddy discusses that our behaviors can change our beliefs. Cuddy’s findings show that if we do what she calls “power posing,” or standing confidently (even if we don’t want to), cortisol and testosterone levels increase in the brain. Watch her video here to hear the details of her findings. This applies to you! In sales, 55% of communication to your prospect lies in your body language, which is more than the 7% attributed to words and 38% allotted to voice. If you are confident in yourself, your body language will reflect that in your presentation and your prospects will take notice. AND, when you are confident in yourself, you allow the buyer to feel confident in you. But, the reality is we don’t always feel as confident as we would like. For that we say (taken from Cuddy’s playbook) “Don’t fake it ’til you make it. Fake it ’til you become it!” Here’s to earning what you’re worth! JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. ABOUT FORREST PERFORMANCE GROUP Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success. Forrest Performance Group specializes in culture change and creating urgency within new home sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and real estate sales training.
Related Articles -
sales coaching programs, sales management coaching, commercial real estate training,
|