What non-verbal cues can you use to handle objections effectively?

1 Match their pace

One of the first things to do when you encounter an objection is to match the pace of your prospect. If they are speaking slowly and calmly, don't rush them or interrupt them. If they are speaking quickly and energetically, don't lag behind or lose enthusiasm. Matching their pace shows that you are listening and respecting their point of view, and it also helps you avoid creating unnecessary tension or conflict.

2 Use open gestures

Another way to show that you are open to hearing and addressing their concerns is to use open gestures. This means keeping your arms and legs uncrossed, your palms facing up, and your shoulders relaxed. Avoid pointing, crossing your arms, or touching your face, as these can indicate aggression, defensiveness, or nervousness. Open gestures also invite your prospect to engage with you and feel more comfortable.

3 Maintain eye contact

Eye contact is a powerful non-verbal cue that can convey trust, interest, and sincerity. When you are listening to an objection, maintain eye contact with your prospect, but don't stare or glare. Nod occasionally to show that you are following along and acknowledge their points. When you are responding to an objection, also maintain eye contact, but look away briefly every few seconds to avoid being too intense or dominant. Eye contact can help you build rapport and credibility with your prospect.

5 Lean forward slightly

One of the subtlest but most effective non-verbal cues that can help you handle objections is to lean forward slightly when you are listening or speaking. This shows that you are attentive, curious, and eager to learn more about their needs and challenges. It also shows that you are confident and assertive, and that you are not afraid to close the gap between you and your prospect. Leaning forward slightly can also create a sense of intimacy and connection, and make your prospect feel more valued and respected.