It's All About the Non-Verbal

By: Reams

All sales people, but especially real estate professionals must be very aware of non-verbal communication, both theirs and that of their buyers. Dissertation writing service. Deals can go south because of unintended, yet still negatively perceived non-verbal communication, but deals can also be saved if you know how use and read clients non-verbals. A great deal is at stake in sales, without saying a word.

In fact, only 7% of actual communication takes place with words, 36% is based on tone and voice, which many would consider a part of non-verbal communication and the balance, a whopping 57% of all communication takes place non-verbally. When talking about non-verbal communication and sales, there are numerous areas of importance, however, for the sake of this article, I'll cover what non-verbal includes, it's power, the two types of non-verbal and how to become aware of them, avoid them and why.

Dissertation writing uk said that Non-verbal communication is anything that is not actual spoken words and can be expressed as a reaction to a communication or can be idiosyncratic, which means non-verbals that you are not aware you do. Non-verbal is comprised of body language such as posture, gestures, what you do with your eyes, facial expressions and posture are huge as well as what you wear, what you look like and your physical environment.

The mostly unknown type of non-verbal communication is idiosyncratic, meaning you probably are not aware you even do it, it's like a nervous tic but it's physical or non-verbal in nature. Everyone has an idiosyncratic gesture. These gestures can be things such as but not limited to fidgeting, tapping, playing with your hair, blinking and other such bits. All of these gestures are perceived by the client, they are aware and they give loads of information about you. If you have idiosyncratic gestures, you should get rid of them to avoid any communication that can be perceived as negative or annoying. So, if you have an idiosyncratic gesture, you need to get rid of it because mostly they are just simply annoying, but they also can perceived as negative. The first step, just like anything else is awareness. Ask a friend or relative that knows you very well what you do, what your idiosyncratic gesture is. Once you know, then start paying attention to how often you do it, keep score if you need to. Once you see how much you do this non-verbal, you can start to get rid of it by stopping yourself each time you go to start it or replacing it with something else, ideally something that is positive or more attractive to others.

Now, reactionary non-verbal communication is easy, because it's a response to what another person says or does. Reactionary non-verbal communication can be adjusted pretty easily because you know you're doing it. Reactionary non-verbal communication can be really good and perceived as such, or it can be bad and damaging. Examples of damaging non-verbal communication include eye rolling, huffing, aggressive hand gestures such as pointing, frowning, bad posture. As a real estate sales professional, you are in a physical environment, a house, an office, whatever your trying to sell or lease so the space is very important to you and your client, but in truth, the space is more important to you because of your non-verbal reaction to it. How you non-verbally respond to the environment you're showing is key in selling it. What you physically do, your client will see loud and clear, negative and/or positive. The awareness may be subconscious on their part, but it will be registered and it will stick. The client may not be able to put into words why they don't want to buy or lease a property, but the non-verbals that you expressed, that they registered, could be playing a huge part in that decision to not move forward.

So if you roll your eyes, if you cross your arms which is closing you off because you don't like the space, if you sigh, if your posture changes to something more negative, if your gesture base becomes negative, if your facial expressions sour... all because of what you see, the client will see that and read it. Clearly, the point is, you must become very aware of how you react to the spaces you show and of course the clients that you show the spaces to. What is your gesture base? What are your facial expressions and what do you do with your eyes? How is your posture? It is essential that you are aware of what you do non-verbally and if it's negative in any way, you change it, fix it, adjust it, replace it with something else that is more positive and attractive, more pro-sale and when you do, I have no doubt that you will see a difference in the reactions from your clients, your ability to build trust and rapport and ultimately, make more sales.

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Article Source: Ezines