Your physical delivery skills are important to consider when you are face-to-face with a client or prospect or when you are meeting virtually.
Your eyes are a powerful tool. When you want to emphasize a point, make sure your eye contact is very strong, focusing on one individual at a time.
Hold the eye contact to the end of a thought, passing your eye contact to the next person during the natural pause.
Don’t get into a staring contest, so look for normal breaks, and ensure you include all people involved in the buying process.
In a group of decision makers and influencers, make sure you involve everyone, not just the key decision-maker.
Many times, a person can say no, even if he or she can’t say yes – you don’t want to alienate someone unintentionally.
Posture is critical
It affects your voice, but it also impacts how people perceive your interest level and confidence.
The more focused you are physically, the more focused you will be mentally. If you are sitting in a virtual call, place your back against the chair so you sit up straight and energy comes up and out easily.
If you are in front of a group of people, evenly distribute your weight on both feet so you will appear fully in command of any situation.
When we talk about posture, we are also talking about what you do with your arms and legs – Are they crossed, uncrossed? Do you appear open?
Tone of Voice
The same words delivered in a different tone of voice conveys a very different message. Be sure to vary your vocal intonation and be aware of how others may interpret how you say your words as well as what you say.
What happens when you are on the phone or on a virtual meeting call where cameras are turned off?
You lose the physical cues, but what you do with your body is still important because it affects your message, how you deliver it, and how it is received.
Stand up and move to help boost your energy level – movement will help vary your pitch and tone of voice.
Smile when you pick up the phone – you can “hear” a smile.
Gesture naturally even on the phone or on line – gestures help emphasize the key points you want to make, add vocal variety and provide the punctuation you need.
In situations when people can’t see you, what they hear takes over.
In the next section, you will have an opportunity to put all of these concepts into practice:
The 4 D’s, engaging body language, and an effective Power Hook.