When it comes to making sales, business consultants around the world will tell you it’s not just your verbal communication that makes or breaks a deal. Rather, it now seems that nonverbal communication is the primary factor for sales success.

Communication skills are a main area business coaching evaluates in a person or company. While spoken and written interaction are fundamental aspects of interpersonal communication, what’s being understood through nonverbal communication is of value too.

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 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, in the opinion of business coaching professionals, is being conscious of what another individual is saying by silently sharing supportive responses, like a slight nod of your head or particularly expressive eyes, and then verbally repeating their remarks your personal interpretation. As business consultants point out, active listening establishes customer rapport and helps you to more effectively 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 say to you that a great leader is one who conveys confidence and enthusiasm simply with their posture. That’s why such a large percentage of organisations carry out executive management training to teach their employees subtle body language strategies. For example, a receptive stance is folding your hands in a relaxed manner in front of you and expressing your undivided attention. A calm, receptive posture helps to establish 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. An effective sales pitch, with respect to executive management training courses, should have an ideal balance of emotion and energy. A business coach or executive coach is an excellent resource for honing your tactics.

5. Facial Expressions. Your feelings and thoughts show on your face, in particular your eyes and mouth. Business coaching can help you with developing approachability through your smile and eyes.

6. Gesturing. While it’s a great idea to use gestures to ensure your sales message is interesting, business coaching teaches you how not to take this too far. Through executive management training, you can begin to understand the ideal balance between gesturing with your hands, head, or eyes so the listener will stay transfixed on what you’re saying.

Executive management training can assist you with becoming more aware of your active and passive communication, and then clearly show you it’s role in your upcoming 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.

Alan Gillies is the Managing Director of the L2L Group, specialising in supplying Executive Coaching, Training and Consultancy Services to Businesses around the World. Want to find out more about these insightful business building success strategies? Get Alan’s absolutely essential FREE Business Pack right now!

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This entry was posted on Sunday, June 14th, 2009 at 3:48 am and is filed under Business and Management. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.