Motivation on the Run

Next in the series of silent languages is body language, but first a quick review. I started with naming the five silent languages that we need to be fluent in. They are personality, body, voice, surroundings and words. And your way ahead of me when silent and voice are in the same context, but just wait until I get there and you’ll see.

Body language is one of the oldest forms of communication and probably the most readily recognized non-spoken language. It is practiced from an early age and continues through adulthood with growing significance.

As a kid, all your Mom had to do, to bring you to a screeching halt, was give you “the look.” Remember? It could stop you in your tracks, instantly. To tell someone to be quiet, we would put our fore finger up to our lips in the silent signal for quiet. We would even hold our thumbs up to our ears and wiggle our fingers back and forth, while sticking out our tongue to taunt or tease someone. All this conversation took place without a word spoken and we knew exactly what was meant by the “talker.”

As we got older, we quickly learned that other body conversations had meanings and most of us learned to interpret them, as well. The crossed arms and legs, the scowling face, the straight as an arrow posture, and the leaned back comfortable posture.

This is the silent language that most people speak and most salesman pick up on first when talking to a prospect or customer. When meeting someone new, the second thing you start to pick up on, is their body language (the first is to come later). Are they leaning forward, or leaning back? Are they relaxed and comfortable, or stiff and unyielding? Do they look you in the eye, or look at their feet? Do they offer you their hand with a firm shake, or do they look away and not offer their hand? Do they come out from behind the desk, or do they keep it as a barrier between you? Do they rest the chin in their palm, or tilt the head to one side? Are they open to you or closed? How’s the smile? As you observe these action, the picture begins to form in your mind.

These different body moves say a lot about the person you are meeting or speaking with, and along with what their personality tells you (see Part II), you start forming a good picture of this person. It is important to remember that no one language is sufficient to deal in the world today. You need fluency in as many as possible if you hope to really know the person.

As an example, your are meeting someone for the first time and when you are escorted into his office, he gets up, comes around the desk, extends his hand and give a firm handshake. He has a big, warm smile, and signals you to sit in one of the chairs and he sits in the chair next to you, leaning back and crossing the legs at the knee. What do you know about this man?

His is probably a Lion personality and he is confident and sure of himself. He doesn’t need the trappings of a desk for separation, but is comfortable with his position in life. He is open to you and what you are offering, but remember, with the Lion, you need to get to the point without wasting his time. If he starts tapping his foot or drumming his fingers, you have strayed from the point and his impatience is showing. He indicates he is not ready to believe everything you have to say, but if you know your business, he will allow you some time.

If you convince this man that you are the solution to a problem he is having, you will get your chance to show him you can deliver, and if you do, you have a customer for the long haul. This person is looking for value and solutions, not products and prices, so remember to stay on point. The new term is trusted adviser, and this man is aware of that too. Your job is to show him he is not mistaken in that assessment of you.

This example could go on for some time, but the point is made. As I stated before, this is the most common of the silent languages, with the most fluent speakers, but never doubt that the information you get from this language is valid and valuable.

With personality and body language, most individuals speak volumes, but when you add in the next component, voice the picture starts to look like a work of art, rather than a child’s scribbles.

[tags]silent language, body language, sales, leadership[/tags]