Have you ever been discussing a property and begin to notice a change in your customers demeanor? You thought everything was going well; they seemed to be interested but then suddenly, they become distant and you know you won’t see them again. What happened? Maybe you’re not aware of one of these three common ways you can alienate customers:
You Didn’t Listen
Active listening is one of the most important nonverbal sources of communication in sales. It means listening to what clients are saying and not just hearing their words. When you understand the hidden meaning of your conversation, you can determine the real objectives, concerns or questions your prospects have and help solve their problems.
Engage in the conversation by making eye contact with a person when they are talking to you. Try rephrasing what they say and ask questions, so they realize you are engaged. Communication is a two-way street. Make sure that you let the customer participate.
Bad Body Language/Poor Posture
When it comes to nonverbal communication, body language is often misunderstood. It is one of the reasons international business can be challenging. Learning how to interpret body language and how you can send the right messages back when engaging with clients can be very beneficial.
Be mindful of your posture when you speak to people. If you slouch or lean on objects with crossed arms, you may be sending a signal of being closed off or lazy. Instead, stand straight, lean forward slightly and maintain eye contact. Use your hands to gesture at the product or touch the prospect at the right moments. Don’t cross your arms, have your hands stiff at your side or stuffed in your pockets.
When it comes to real estate sales, actions speak louder than words. Learn the dos and don’ts of nonverbal communication to improve your ability to close the deal. Listening to your customer, using the right body language and being mindful of your appearance will help you seem warm, friendly, confident and competent. If you feel that you may need assistance in these areas contact the personnel experts at Temps Plus. We can help you develop your professional skills so that you can help your buyers find their new home.
One of the best ways to make sure you aren’t sending negative signals with your body language is to soften:
- Maintain an open posture
- Keep a slightly forward lean to your stance
- Maintain eye contact
- Nod when appropriate
You know that saying, “Clothes make the man (or woman)”? This is true in sales. The way you look sends nonverbal queues. Understanding the nonverbal communication elements of appearance will help you to exude confidence and competence, putting your buyer at ease.
Expensive clothes aren’t necessary to make a good impression. Just make sure they are neat, clean and professional.
Temps Plus offers the opportunity for real estate workers to land their dream job. Contact one of our real estate staffing agencies today to learn more information.