Facial expressions and gestures
Posted: Sat Feb 01, 2025 4:05 am
At the beginning of the conversation, sit or stand at a 45-degree angle to the client, then gradually turn more directly towards each other. If the client immediately sits opposite you, it means that his intentions are serious. In this case, also sit directly opposite, but the distance between you should not be too small. To begin with, it can be 3-4 meters, and then the distance can be reduced to 1.5-2 meters.
Try not to frown, avoid smirking at the client's actions or words, as well as your own thoughts. And, of course, do not scratch your head, do not yawn, do not look at the ceiling - such behavior is inappropriate.
Your hands should be at rest, not giving away your feelings. Don't fold them into fists, don't hold them behind your back, at worst, keep them in your pockets, but it's best to open your palms a little and accompany your words about the advantages your company has and what it can give to the client with calm gestures.
Case: VT-metall
Find out how we reduced australia email list the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Bringing the deal to completion
The deal can be closed in various ways. All of them are aimed at helping the client make a choice. You can only push him to the extent that he is ready or as much as he needs your support (emotional or informational) to make a decision. The most common options are:
Alternative ending: “Would you like to buy three packages or four?”, “Should I deliver the documents to you today or tomorrow?”
Suggestive completion: “When do you need the equipment delivered?”, “Where will you install our fireplace?”
Aggressive ending: “Do you really want this?”, “Are you sure you’re ready for this?”
Completion to an objection: “If I find the size you need, will you buy our product?”, “If there is free shipping, will you sign a contract?”
Ending with a concession: “Okay, how much money should we give you?”
Test closing: "Shall we close the deal right now?"
Conclusion to fear: “The price could go up because fuel has become more expensive?”
If the negotiations have ended successfully and you are satisfied with the result, remember that having received the consent of the VIP client to work with you, you are only at the start of a long journey. Ahead of you are sending many official letters, a huge number of telephone conversations.
Try not to frown, avoid smirking at the client's actions or words, as well as your own thoughts. And, of course, do not scratch your head, do not yawn, do not look at the ceiling - such behavior is inappropriate.
Your hands should be at rest, not giving away your feelings. Don't fold them into fists, don't hold them behind your back, at worst, keep them in your pockets, but it's best to open your palms a little and accompany your words about the advantages your company has and what it can give to the client with calm gestures.
Case: VT-metall
Find out how we reduced australia email list the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Bringing the deal to completion
The deal can be closed in various ways. All of them are aimed at helping the client make a choice. You can only push him to the extent that he is ready or as much as he needs your support (emotional or informational) to make a decision. The most common options are:
Alternative ending: “Would you like to buy three packages or four?”, “Should I deliver the documents to you today or tomorrow?”
Suggestive completion: “When do you need the equipment delivered?”, “Where will you install our fireplace?”
Aggressive ending: “Do you really want this?”, “Are you sure you’re ready for this?”
Completion to an objection: “If I find the size you need, will you buy our product?”, “If there is free shipping, will you sign a contract?”
Ending with a concession: “Okay, how much money should we give you?”
Test closing: "Shall we close the deal right now?"
Conclusion to fear: “The price could go up because fuel has become more expensive?”
If the negotiations have ended successfully and you are satisfied with the result, remember that having received the consent of the VIP client to work with you, you are only at the start of a long journey. Ahead of you are sending many official letters, a huge number of telephone conversations.