According to UCLA’s study, 93% of communication is nonverbal. According to UCLA, nonverbal communication can include body language, facial expressions, and space use. Gestures that are based on vocal expressions can often have more impact than words spoken.
An insurance agent can build stronger relationships with clients and prospects by using non-verbal communication. It can take some time to master non-verbal communication. Therefore, it is important that you start with the basics. These are some tips to help you build this selling asset.
Body posture: Your body’s posture is a reflection of who you are, and how confident you feel about your relationship. To this day, I remember my mother’s advice to me to be tall and stand straight. Keep your head high and don’t slouch. Sitting straighten your back and don’t look like you are a wet noodle sitting in a chair. Proper posture means being alert and curious. If you sit straight up, you will appear more confident and feel more confident. Talking about prospects affairs, don’t ever fold your arms or legs. Be as open as you can. When asking your prospect a personal question, don’t hold any cup or drink. Never ask a prospect personal questions or conduct a fact-finding exercise if there is anything between you and them, such as a desk. Openness is key to understanding how prospects feel about themselves and their assets.
Eye contact: Nothing can connect to how a prospect feels other than solid eye contact. It is not necessary to stare down, and it takes practice. If I have a personal question to ask, I make sure I look at them in the eyes. To make a point, I will shift from looking at other things to making eye contact. Eye contact is essential, but not too much. Eye contact should not be excessive. It can cause discomfort for the other person and can even become uncomfortably uncomfortable. It is a good idea to practice by making sure you only use eye contact when you ask questions and not when answering them. It all depends on who you are talking to, and it can take some adjustment.
Smiles, especially when smiling: Smiling is the best and fastest way to establish a rapport with a prospect. Smiles break the ice and show your willingness to take the relationship to the next level. Smiles are a sign of confidence, and they can be used to invite you into a deeper relationship.
The Nod Slowly nod your head to encourage responses after asking questions that will reveal your prospect’s feelings. A small nod can help you feel more confident when a prospect shares personal information about them or their family. You can use the nod to express your agreement with your prospect. It is a non-verbal way of saying “I understand” or “I agree with you
Tonality Although this is part verbal communication, the tonality of is more. The way you speak and how you inflection your voice sound can make a big difference in the building of a relationship. For example, if I was asking a personal question, I would soften my voice. If I were trying to make a point about money, I would speak more strongly.
Non-verbal communication fits perfectly into the sales process, and it is essential for success.