Did you know that 55 percent of communication takes place through body language, according to Psychology Today? That’s why it’s important for candidates and employers alike to understand how body language can reveal far more than words alone. This is especially true for small business owners who can’t afford to make poor hiring decisions.
Body Language for Success: What to Look for in a Sales Candidate
While body language should be considered when hiring any candidate, hiring managers should pay careful attention when filling a sales vacancy. Bringing on the right sales person that fits your company and culture is an important step — and it’s one you want to get right the first time. Here are five traits to look for:
- Eye contact: Good salespeople make and hold eye contact slightly longer than others. They aren’t afraid to look you in the eye when they’re speaking to you. People tend to hold eye contact longer with people they like, Forbes notes, and a salesperson who makes and holds eye contact sends prospects subtle, nonverbal cues to show they are valued. It’s a strong characteristic in any salesperson.
- Lean forward: Leaning forward is a signal of interest. Candidates who lean forward imply an interest in the job and in what you’re saying. More importantly, during sales meetings this can imply an interest in what their customers are saying to help make them feel valued.
- Sincere smile: A sincere smile imparts confidence and joy. A fake smile can be a big turnoff in sales. Look for candidates who smile appropriately and sincerely.
- Open arms: Holding the arms open or relaxed, rather than crossed over the chest, is another important body language for success move. Studies have shown that open arms lead listeners to remember 38 percent more of what’s said, according to Forbes.
- Quiet hands: Hand gestures are acceptable in some cultures, but Americans using body language for success know that they need to keep their hands still and use gestures sparingly. A salesperson shouldn’t point, crack their knuckles or make fists for emphasis. Instead, keeping the hands soft and open on the lap are all signs of listening, caring and openness to ideas.
Tone of Voice
A candidate’s tone of voice also conveys body language for success. A deeper voice commands respect. Candidates who pitch their voice lower and speak in a calm, relaxed tone will help your customers feel more relaxed, too. That may help them relax and buy more!
Body language includes gestures, body posture and tone of voice. Pay attention to how candidates present themselves during interviews and look for people who convey genuine interest, authority and intelligence.
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Aldor H. Delp is Division Vice President and General Manager of ADP Resource & HR Solutions, ADP, LLC. Aldor joined ADP in 2006 and has held various leadership roles supporting National Accounts, ADP TotalSource, and the Small Business Services division of ADP.
