When it comes to sealing the deal, it's not just about the numbers - it's also about the nonverbals!
Picture this: a firm handshake that screams confidence, maintaining eye contact that says you mean business, and a smile that oozes trustworthiness - that's how you bring the heat!
It’s not just your nonverbals that matter. Pay attention to theirs. Nonverbal cues can reveal emotions, intentions, and create connections like nothing else. Mastering their body language gives you the edge - it's the secret sauce of successful deals.
Story
Anna worked for a large hi-tech company when I worked with her. She was new to her role and was charged with taking an innovation out to existing customers. We worked through a deal plan with an opening proposal and opportunities to move and exchange value should her counterparty balk. Nervous, she practiced her opening proposal and planned to manage her own nonverbals.
The day of her first customer meeting came, and she delivered her proposal in person. Then, she watched. She detected tiny smiles at the corners of her counterparty’s mouth. He gave a slight nod. His breathing relaxed. Eventually, he accepted an offer close to her original proposal.
When we debriefed, she said, “It was like I could read his mind.” While she couldn’t actually read his mind, his nonverbals spoke volumes.
So, next time you're dealmaking, remember to pay attention to their nonverbals. They're your secret weapon, telling you things they may not be saying out loud. Nonverbal mastery is a key tool in the DealCraft Toolkit!