Watching the criminal defense lawyer present,
I noticed how physical he was.
He was constantly moving,
hands, feet, eyebrows, leaning forward,
turning away.
Selling is a physical job
and, if the salesperson is great,
so is being sold to.
In The Certifiable Salesperson
authors Tom Hopkins and Laura Laaman,
suggest
“If we were selling cars,
we should open doors and
gesture for clients to get in
so they can experience owning the vehicle.
Stand back slightly from your office machines
or other similar products
while motioning and verbally encouraging
your clients to
step up and push buttons.
Hand them things:
brochures, samples, color charts, and so on…”
Get physical with your prospects.