
The field of study which involves interpretation of Body Language such as facial expression and gestures is called Kinesics.
Knowledge of reading and understanding Body Language is an asset for all of us as it gives us an insight into the way people communicate through their non-verbal gestures.
Importance of Understanding Body Language Gestures
- Understanding the body language of people with whom you are dealing
- Using your own body language in the right way for success in business and personal space
Make the Right Sales Pitch
Understanding someone’s body language is a highly beneficial skill for Sales Executives who have to deal with different clients every day. In order to understand whether the client will be a prospective one or not they have to read and understand the way their client is behaving during the sales call. This saves a lot of time because a smart sales executive can read his client’s body language very fast and will not waste his precious time following up with someone who is not interested. This helps the sales executive to make the right sales pitch.

The sales executive has to understand the way his client is reacting to his or her presentation. Selling a visible product is still easy because you have something to show to the customer but selling a concept requires advanced selling skills as a salesperson would have to frame a picture for an invisible product and make it seem visible to the client.
While making a presentation any Sales Executive should be on the lookout for the following body language signals in the client:
- Ensure that he makes a direct eye contact with you during the presentation
- Whether he comes up with reasonable queries during the presentation
- Is he attentive during the presentation? (He should not be busy with his mobile or laptop)
- Have you been given a particular day / time when you can call him up for a follow-up
- Has he asked for the product features in detail
“Selling smartly is more important than selling aggressively” as it saves a lot of time and energy.

Your Body language during a Sales Call – Learn What it means?
Along with understanding the body language of others we should also learn some body language techniques for ourselves for making an impactful first impression. A sales executive should understand that a client would form a perception about him and his company depending on the impression made by him. He is the face of the company he is representing.
7 Techniques for Creating an Unforgettable First Impression during a Sales Call (As given in the Book” Questions are the Answers” by Allan Pease)
1. Palm Power: There are three main palm gestures: Palm- Up, Palm- Down and the Palm- closed-finger-pointed position. Palm- Up is a non- threatening gesture, Palm- Down communicates immediate authority and the Palm-closed -finger -pointed communicates aggressive behaviour. While making a presentation a combination of palm-up and palm-down positions should be used to create a relaxed atmosphere.

4. Left hand holding: Try holding papers, folders, purses and drinks in your left hand so that your right hand is free for shaking hands, opening doors, move a chair etc. This will save you the trouble of shifting everything you are holding in your right hand to the left hand when you are required to do so.
5. Smile: Smiling is great for your business and personal relationships as it shows others you are not a threat to them.
6. Dress for Success: Use a professional dress code.
7. Territorial Respect: Respect people by not entering into their personal space during a conversation.
.