We are in a constant state of receptivity. Our brains are taking things in, whether we are conscious of the processing or not. Most sales training places emphasis on what we are consciously communicating, as dictated by the stage of the sale, the organizational goals, or how our product needs to be demoed. However, this overlooks opportunities for gaining influence with our audience. When we become in control of how our body language, facial expressions, and other non verbal communications influence the unconscious, we can build authority and win favor with diverse audiences. 2Win offers a number of resources that discuss business communications, but in this particular example, we would like to show you how to build authority with non verbal communication cues.
You know how some people just seem to have an air of authority before they open their mouths? There are commonalities that these individuals share and they can be learned and mastered by presales consultants.
Yes, please, thank you, these are what many think of when they read the word manners. But non verbal cues are also signals of manners. Displaying good manners is of utmost importance in business settings. In order to build authority, it is essential to show equal deference and polity to everyone in the room. This includes opening doors, or holding elevator doors; if something drops on the floor, pick it up and allow others to pass before you.
Ever heard of steeple fingers? This position where you join the fingertips is a signal that builds authority. Hand gestures which are wide and over arching also denote leadership and authority. To reinforce your messaging consider stacking hands or using numbers on your finders. Stacking helps communicate amounts or that one value is greater than another, whole numbers similarly reinforce the number you are speaking. These should be practiced, but are very effective ways to wield hands, when you might be tempted to have them awkwardly behind your back.
Speaking is, of course, important, but refraining from speaking is arguably more important. The pause with a lowered chin encourages listeners to lean into your message. How convincing is that? It is so important that we leave space between what we are saying and respect turn-taking in client engagements. Especially as presales consultants who are delivering complex technical solutions, having space to read your audience and get an idea of their comprehension is paramount for audience understanding and adoption of your solution.
There are countless resources on active listening, and we cover active listening skills in our curriculum Demo2Win and Discovery 2Win, but for authority-building engagements specifically, you should think about the position of your body when someone else is speaking. It might not be appropriate to lean in, which is an active listening technique to signal that you are listening, if you are in a group, but certainly point your body towards the speaker, make eye contact and nod your head. These non verbal signals show that you are engaged in what the person is saying and are receiving their message.
Non verbal cues that reduce your authority can be reduced simply to movements, postures, and expressions that are distracting. They run counter to the tips we offered above. Cues like orchestra hands, where your hands bounce and move too quickly are very distracting, similarly, where you are pacing delivering a message is very distracting. Another stance that diminishes your authority is standing with your hands in your pockets and your feet crossed. This makes you appear smaller and projects a lack of confidence.
If you are trying to build authority and want to project more confidence in your engagements, see more of our resources in our communications and sales. You may also consider one of the 2Win training methodologies. We are global leaders in training for emotional intelligence, software demonstrations, and solutions architect training. Upskilling is about much more than learning new technologies, it can be just as much about relating to each other and building better client engagements.