What if I told you that you could harness the power of secret nonverbal
sales skills to close even more?
It's true.
And here's the most shocking part when we're in sales, we often think,
Hey, I need to learn how to read body language so I can read what my prospect
is thinking and navigate the sale.
But what we don't realize is that the signals that we send to our
potential customer can make or break a deal by killing trust.
And I started to notice this more and more by doing role-play with
companies across the country.
And I'm going to give you an example of that and show you with my own body in.
But what I'm going to be covering in today's video is designed to help
you learn how to use nonverbal sales skills, meaning your body language
in order to close more deals.
Now inside.
We get hyper-focused on reading people and mirroring, but we lose
sight of is how we make people feel.
And you've heard me talk about it, right.
There are three dominoes that we must knock down in order to get the sale
trust, need money, develop unshakeable trust, create an insatiable need,
and then transform the money into a.
Brainer value proposition, but this whole trust piece is what
can come crumbling down on us.
And I've watched it happen time and time again, where a sales rep in the
home goes through their presentation, hits all the right things and on paper
does it all right, but what they're sending these body language cues, these
nonverbal cues end up costing them deals.
This is where we often get.
We got to think about it.
I want to talk to my husband and I want to talk to my wife.
We just want to wait and see what the insurance company says.
We want to wait and see what the other contractor says.
So in this video, I'm going to be teaching you five subtle ways for you to use
secret nonverbal cues to help drive more.
And before we do, I just want to say a quick, welcome back
or welcome if you're new here.
My name is Adam Benjamin, the roof strategist, and everything I do is
designed to help you and your team smash your income goal and give
every customer an amazing experience.
And if you haven't already done it, I do have a free offer for you.
It's available right now, a hundred percent free over at the roof.
strategist.com.
There's a link in the description of the video and the podcast.
You can go here, enter your name and.
And get our pitch like a pro roofing sales training video library.
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Now let's hop into the five secret non-verbal sales skills.
First a story.
Now I'm off training this company about two weeks ago, the top sales
rep comes up and we're doing.
He nailed his pitch.
I mean, I had no critique, but I want to show you this.
I'm gonna take a step back so you can start to see my hands.
As he pitched, he had his hand clamped around his wrist in his
hands, placed in front of his lower abdomen or his growing essentially.
And he nailed the perfect pitch.
And I said, You're squared up to the door and your hands are
doing what's called blocking.
So you're blocking your body, which sends the nonverbal cues.
That you're uncomfortable.
So what I want you to try doing is the exact same pitch, but
instead of your hands here, I want you to bring your hands up here.
They call it stapling with your fingers pointed out, and then I want you to pivot
and blade your stance a little bit to be like, Confrontational and have a smile
on your face and do the exact same pitch.
So I just want you to see this, and if you're listening to the podcast,
tough, this would be a good one for you to jump in on a video.
So this having that conversation versus this being very straight laced,
same exact words, very different, meaning, very different experiences.
As you can see the shift of being comfortable and confident versus more
guarded and blocked yet, nothing else.
Except this subtle body language.
So the reason I share this with you is that as children, we learn to
spot signs of comfort or discomfort.
And by the way, I do want to give credit to Joe Navarro.
He is a former FBI agent who is a spy detector and he studied non-verbals
and I've picked up his books.
I've watched some of his videos.
He has some videos on YouTube as well.
And I learned a lot about this through Joe Navarro and what really blew me away.
Was the simplicity of body language since two signals that we learn when we're
infants sending signs of uncomfortable, or I'm not comfortable, it's that simple.
So when you are communicating, which by the way they say up to
93% of communication is non-verbal people are reading you in your body.
Just as you're reading theirs, but oftentimes this happens unconsciously.
So these are the reason I call them the five secret nonverbal sales skills is that
you can use them consciously to send the right signals to your homeowner that says,
Hey, I want to make you feel comfortable because at the end of the day, and you've
seen if you're following along, by the way, I'm a complete closing strategy.
If your, you and your team are using my sales system in there, you've noticed
that there's a lot around the word comfort, making people feel comfortable.
Why?
Because when people feel comfortable, they make decisions that align
with the emotion of comfort.
The minute they feel uncomfortable equals distrust, they become guarded.
They say no.
So throughout our sale, we want to create.
Comfort in our, in our experience with our customer, we can do that by
harnessing these five really powerful.
I call them the, the secret nonverbal sales.
So let's go into these number one.
And by the way, I'm going to highlight these.
You can use the.
At the door.
If you are door knocking, if you're in retail, the minute someone greets you
at the door and throughout the process.
So number one is the eyebrow flash.
The eyebrow flash is a universal signal saying, Hey, what's up, man.
We do it to friends.
It's very friendly.
So the eyebrow flash is when we curl our forehead, lift our eyebrows up.
And this is a really great way when someone first opens that door.
We need to flash that eyebrow, you break that level of seriousness.
It's non-threatening it's friendly and it sends a comfort signal that
says, Hey, everything's good, man.
We're here for you versus being very straight faced or serious.
So, simple thing that I want you to remember is that
the minute that door opens.
First thing you want to do, you're actually going to pair
number one through three together is to do that eyebrow flash.
So your eyebrows go up and your forehead crinkles.
All right, again, that comfort signal.
Next.
We want to pair this with the head tilt.
This one, I learned more so from a gentleman named Jack Schafer,
another FBI agent in the book, the truth detector, which you've probably
heard me talk about a bunch because I geek out on what FBI agents do.
They have great resources and incredible fields of study because
there's really high stakes.
So why not listen to them?
So that head to.
Is a chin up.
You're quick tilting your head.
So you're doing the eyebrow flash with your chin up, and this is the
universal sign of, Hey, I'm comfortable.
I trust you because when we do a head tilt, it exposes our carotid artery, which
if gets damaged or hurt, we bleed out.
So when we expose this with the eyebrow flash, it is a universal
signal saying comfort trust.
All right next.
We're going to pair this with the obvious one, which is a smile.
Now, some people have resting B face.
Alright.
We all can all fill in the blank.
There's some people that are just always very serious.
Their lips are downturn and just doesn't look very warm or friendly or comfortable,
you know, as you can see, I'm talking.
I might have the same words to say, but it just comes across.
And even the tonality changes because I have my lips turned down and everything's
very serious and it's not very warm.
It can get quite intense.
In fact, which creates a feeling of discomfort versus shifting
this into a smile, all of a sudden the tonality changes entirely.
It puts people at ease.
It makes me appear more confident, more approachable and more friendly.
And then the fourth one.
Going to pair together by the way.
And I'm going to show you all this in a second is our hands.
Now, Joe Navarro calls this steeply.
It's funny.
I I've, I've always held my hands like this when I'm presenting and speaking.
And I didn't even realize until I studied it that unconsciously,
this is a sign of confidence.
You'll notice politicians will often hold their hands here.
Steeply fingertips together, pointing out with their thumbs up.
This is again a sign of confidence and clarity.
Okay.
Now the.
With your hands.
If your hands are in any way, blocking your body, this is a sign
of discomfort, a shock, right?
This is, this is blocking arms crossed your hands crossed here
this, by the way, this kind of arms cross you'll see homeowners do it.
But when they're squared up, it's a blocking, it's a distrust and discomfort.
So we want to keep our.
Open and keep our chest open, which brings me to point number five and
them, and to link this altogether is to be very cognizant of your chest.
Our chest is a vulnerable, expressive, uh, area of our body,
but it can also be used as a threat.
I'm a small guy, so maybe it won't work as well for me.
But if you open your door and I'm squared up to you, this is threatening people do
what they say, Hey, don't puff up right.
Puffing up.
Your chest is threatening.
So instead we want.
Keep oriented towards our prospect, but blade away.
So it's non-confrontational so I'm going to put all this together so you can see
the difference of the instantaneous.
This is why I say by the way, it's a nine it's a secret nonverbal sales
skill, because it's instantaneous.
When your customer opens the door, we're going to link all these together.
Eyebrow flash eyebrow goes up paired with the head, tilt paired with a smile and
authentic smile should cause Crow feet.
Okay.
By your eyes, you're smiling with your eyes, not your mouth.
Anyone gets them out with your mouth.
You know the difference.
You can see the cheesy ones.
So we're going to put together eyebrow flash, head tilt, smile.
We've got our hands here and we have our chest bladed slightly way.
Hey, good morning.
I'm really glad to see you is very different than, Hey,
the reason I'm stopping by.
So do you notice this again?
We're going to just walk this together.
So here's the exact position.
Hey there.
Hey, good morning.
Very different than, Hey, the reason I'm stopping by today.
Okay.
Do you feel the difference very subtle, but the signals that it sends your
prospect are completely unconscious and more powerful than any words you can say.
So here you have it.
Five secret nonverbal sales skills to use, not only right at the door
for that instantaneous impression that you make to make people feel.
Comfortable, but something that you can splice throughout, as you're engaging
in the home to maintain that smile, the eyebrow flash meeting the husband,
the wife, or their neighbors, smiling throughout the process, making sure
you don't square your chest up and stay bladed and keeping your hands both visible
and in a non-threatening comfortable position by using these skills,
you're going to have an easier time.
First impression at the door, get more yeses, get on more
roofs and make more sales.
And at the end of the day, it's about making people feel comfortable.
So they choose you.
Hey, just because this video is about to wrap up, doesn't mean your in my
time has to, if you like, I've got more videos on body language that you
can click into here in this playlist, or if you haven't yet done it, I'd
love to join you inside my pitch.
Like a pro roofing sales training video library, and you can get
an entirely free copy right here.
We'll see you on the next one.