The principle. Confident posture is grounded and open, not military and rigid. Stiff reps read as nervous reps trying to look confident — buyers smell it instantly.
The 4-point posture check.
- Feet shoulder-width, weight even on both legs (or both sit-bones if seated).
- Hips square to the buyer.
- Shoulders rolled back and down (not up and tight).
- Chin parallel to the ground — not jutted forward, not tucked.
The "calm spine" cue. Imagine a string lifting the crown of your head. Everything below it relaxes. Stiff posture comes from clenching to look tall; calm posture comes from lengthening.
On video. Sit tall, but lean forward 5–10°. A perfectly upright sit on camera reads as detached.
Key takeaway. Grounded > tall. Buyers trust reps who look like they could stand there comfortably for an hour, not reps who look like they're holding a pose.