Top 3 Reasons to Learn Client Body Language and How to Do It

More than 70% of all communication is non-verbal.  What you say doesn’t really matter much compared to how you say it.
Customers or people in general, say things they actually don’t mean every time. Think about it – how many times have you lied to an annoying salesperson?

Below are top 3 reasons to recognize non-verbal cues:

1. Gives you the opportunity to adjust your offer to your customer’s wants and needs.
2. You can help your customer feel more comfortable by building trust and rapport.
3. Increase sales and profits.

Although humans were born with instinctual abilities to identify body language cues, the tips presented below will not only help you increase insurance sales; they’ll be helpful for your everyday life in all kinds of social situations.

Positive Non-Verbal Cues to Watch Out For

The Eyes

• If the client keeps eye contact with you and smiles occasionally, he/she is interested is comfortable talking with you and about your service.

Body Movement

• If the client keeps leaning into you, mostly to hear what you have to say, the more he/she is interested about your service.
• Open body language, such as a related sitting position with arms open shows comfortable body language.
• Standing still and rarely moving around shows positive interest.

Negative Non-Verbal Cues to Watch Out For

The Eyes

• If the client avoids eye contact and keeps looking away, then he/she is not interested in your service.
• The client can be lying when he/she holds almost no eye contact.

Body Movements

• The client will move around frequently if he/she is uncomfortable or highly disinterested in your service. He/she wants to get away, but does not want to be rude to you by doing so.
• Any sort of arm crossing or closed body language, such as holding a drink at the chest level shows discomfort. How many times have you sat on a seat in a train or a bus and automatically crossed your arms – because you felt really uncomfortable? Keep in mind that if the weather is cold, your client will cross his/her arms.
• any form of fidgeting shows boredom and lack of things to do.
• any sort of leg shaking shows anxiety and nervousness.
• Hunched or round shoulders show anxiety.

By following the guidelines above, you’ll be able to adjust your offer to what your clients want, without directly asking them through spoken communication.

You’ll be able to improve your communication and social skills just by applying the basic body language recognition tips listed above. And not to forget, you’ll also be able to build long-term profits by maintaining healthier relationships with your clients.

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