Refining the Unspoken: Body Language Exercises Every Salesperson Should Know

Body language plays a pivotal role in sales, often conveying more than words alone. In fact, studies suggest that over half of communication is nonverbal, meaning your posture, gestures, facial expressions, and eye contact can make or break a sales interaction. While what you say is important, how you say it—through your body language—can have an even bigger impact on whether a potential client trusts, engages with, and ultimately buys from you. 

Salespeople can practice several exercises to become more aware of body language and improve their nonverbal communication skills. Here are some effective exercises: 

1. Mirror practice

Stand in front of a mirror and practice delivering a sales meeting. Pay attention to your facial expressions, gestures, posture, and eye contact. Notice whether your body language aligns with the message you're trying to convey. This exercise helps salespeople become more aware of their own nonverbal cues. 

2. Role-playing

Pair up with a colleague and take turns playing the roles of salesperson and client. During the role-play, focus on the body language being used. After each role-play session, provide feedback to one another on how body language influenced the conversation and how it can be improved. 

3. Video recording

Record yourself giving a sales presentation. Review the video to analyze your body language, including hand movements, posture, facial expressions, and eye contact. Identify any nervous habits (like fidgeting or avoiding eye contact) and work on eliminating them to convey confidence. 

4. Active listening practice

In a team or with a partner, engage in a conversation where one person speaks, and the other listens only through body language (nodding, smiling, leaning forward, etc.). The listener should refrain from speaking but show they are engaged nonverbally. This improves your ability to use positive body language to build rapport. 

5. Emotion identification

Practice recognizing emotions through body language. Watch videos (such as interviews, TED talks, or even movies) without sound and try to identify the emotions and attitudes of the speakers just by observing their nonverbal cues. This will help salespeople develop the ability to read clients’ emotions. 

6. Mirror neurons and rapport-building

Practice subtle mirroring of a partner’s body language during a conversation. For instance, if your partner crosses their legs or leans slightly forward, try doing the same (without being too obvious). This technique helps in building rapport, as people tend to feel more comfortable with those who are like them. After the exercise, discuss how it impacted the flow of communication. 

7. Facial expression awareness

Take a few moments throughout the day to check in with your facial expressions, especially during stressful situations. Practice softening your expression and maintaining a neutral or positive look, even when you feel stressed or tired. Don’t forget to be aware of your “resting” face. 

8. Feedback from colleagues or clients

Ask colleagues or clients for feedback on your body language during interactions. They can point out things you might not notice, like if you fidget, fail to make eye contact, or come across as closed-off. Being open to constructive feedback can accelerate improvement. 

Practicing these exercises will help salespeople understand both their own body language and the cues of their clients, making them more effective communicators and, ultimately, more successful in sales.