Authentic and good selling: 7 tips for storytelling & body language in sales


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If you want the cash register to ring, you have to respond to the wishes of your customers. But that always says so easy. 7 quick tips for more empathy in sales.

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Lars Schäfer 51Lars Schäfer is a speaker, trainer and is considered a leading expert on “emotional selling”.

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Empathy counts: respond to customers

Important in Emotional Selling is also to perceive how your counterpart is really ticking. This is usually something customers can do about the following:

  • What is he saying to you now verbally and non-verbally?
  • How is his body language: more towards you and open or yet closed and turned away from you?
  • He speaks loudly or quietly, fast or slow, rhetorically honed or rather simply in the choice of words
  • And above all: What does he want to tell you between the lines?

Read between the lines

There, most of the information is hidden, there are the real emotional motivations again.

So what helps us as a salesperson to empathize with other people is asking questions and then actively listening.

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How to win the trust of other people

Imagine this: How would you feel if you, as a customer, were facing a salesman who fulfills all the following points:

  • He is totally focused on you
  • He asks you questions first and then hears even listening properly.
  • You are facing someone who you can look at and look at his body language, that he is really interested in you.

Better selling: Listening is the first step

Would you feel well and even finally understood? This is the case for most customers who are allowed to experience something like this. Listening is one of the first steps to gain the trust of the customer.

Unfortunately, this remains a nice dream for many customers. To make this a reality for your customers, you should keep reading.

7 tips to recognize customer needs

If you want to sell something, it's a good idea to rate your customers correctly. Because only if you fulfill the wishes of your customer, you will bring the trade also to a good conclusion. The means to retain customers: storytelling. 7 quick tips:

  1. Make sure that your body language is open, ie facing the customer, hands in the field of view of the customer, arms loosely on the body (not clasped).
  2. Keep eye contact with your customer in a natural way (do you know these “bull's eye sellers”?). Let the customer finish.
  3. Even if it is sometimes difficult: stay focused in conversation and please do not be distracted: you could not notice something important.
  4. Please be patient with so-called multiple speakers: through clever interrogation, you can get to the point.
  5. Work with approval signals or noises such as “mhm” (dear female reader, you surely know this from telephoning ...). This signals to the customer - especially on the phone when he cannot see you - that you are still "on the job". But please use this lute in portions: an “mhm” every 2 seconds looks unbelievable and only confuses.
  6. From time to time repeat what you said in your own words, so that you can be sure that you are on the right track. It is also called paraphrasing.
  7. If you have not understood something correctly, ask, ask questions. Always try to capture what the other really means, tell your customer what you've heard between the lines.

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Buy a book on the topic at a discount: Do you like this text and want more information? There is also a book, including this text, and you can purchase the book title here directly in two languages, as a member even with a 20 percent discount. Would you like to take a look at the book first? You can do this by previewing the book look at and then buy directly on the book page.


German edition: ISBN 9783965961388

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English version: ISBN 9783965961395 (Translation notice)

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  1. Job college

    Authentic & good selling 2 / 4: Make dreams come true! by Lars Schäfer - Highly recommended 9asmisGP4r - Highly recommended IYw938t2Rf

  2. REGIS GMBH

    Authentic & good selling 2 / 4: Make dreams come true! from
    Lars Schäfer

    via @ berufebilder - Highly recommended WJdbk45MT3

  3. Thomas Eggert

    Authentic & good selling 2 / 4: Make dreams come true! from
    Lars Schäfer

    via @ berufebilder - Highly recommended QqPZewy6w3

  4. Stefan

    Sorry, but a secret tip was now but now really not. That's what is in every women's magazine! * * Kopfschüttel

    • Simone Janson

      Hi Stefan,
      interesting that you read women's magazines ;-) In contrast to the blog but these cost money. Maybe you just tell us a bit more about what you would be interested in, then you could incorporate this into a new article.
      Thank you

  5. Monika Paitl

    Continuation of @LarsSchaefer's series "Emotional Selling". - Very interesting!53Pix Get to customers! #EmotionalesVerkaufen

  6. Michael Blochberger

    Crucial! RT @Communications9: If you want to convince your customers, you must remain true to yourself: - Exciting contributionHkEZQfx "

  7. Günter Schweinhund

    RT @Communications9: If you want to convince your customers, you must remain true to yourself: - Very interesting!53P82

  8. Lars Schäfer

    Hello dear readers,

    Thank you for your interest, my joy is great! :-)
    More about me and further sales tips can be found on my website: Simply click on the name above.
    All a great weekend,
    Lars Schäfer

  9. Alma Mater

    The tricks of good sellers: be authentic & respond to requests!

  10. Joachim Golob

    If you want to convince your customers, you must remain true to yourself: - Very interesting!53P82

  11. Monika Paitl

    If you want to convince your customers, you must remain true to yourself: - Very interesting!53P82

  12. Kurt-Georg Scheible

    2.Part of my series on berufebilder.de: Be authentic and respond to the wishes of the customers #Emotional sales

  13. Lars Schäfer

    2.Part of my series on berufebilder.de: Be authentic and respond to the wishes of the customers #Emotional sales

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