26 lessons · evergreen
Sales Presence & Body Language
Posture, eye contact, facial expression, gestures, and presence. Train the non-verbal side of selling with drills, flashcards, and live AI roleplay.
Mirroring: the cheapest rapport hack
Repeat the last 1-3 words they said, with an upward inflection. Watch them open up.
The 3 voices: assertive, late-night DJ, playful
What you say matters less than how it sounds. Three voices cover 95% of calls.
Strategic silence: the 7-second rule
After your close, shut up. The first one to speak loses. Count to 7.
Pacing & leading: match, then guide
First match their energy. Then slowly bring them to yours. NLP's most useful trick.
Micro-expressions: the 200ms truth
What flickers across their face in a fifth of a second is what they actually think. Catch it.
Eye accessing cues: read what they're really doing
Where their eyes go tells you if they're remembering, inventing, or stalling.
Proxemics: how distance signals power and trust
The space between you and the prospect is talking. Are you listening?
Downward inflection: the sound of a closer
Statements that go up at the end sound like questions. Statements that go down sound like decisions. Yours should go down.
Video-call eye contact: look at the lens, not the face
Looking at your buyer's face on a screen makes you look distracted to them. The lens is the only 'eye' that exists.
Open posture: become a safe person to talk to
Closed body, closed deal. The body has to invite the conversation before the words can.
Proxemics: the 4-foot rule
Stand too close, you're aggressive. Stand too far, you're cold. There's an exact distance.
Pacing: match their tempo before you lead
Buyers trust people who feel like them. Match speed and energy first — then lead the change.
The lean-in: the strongest buying signal you'll see all week
When the buyer's chest moves toward the camera, stop pitching and start closing.
Camera height: the 5-minute fix that makes you look closeable
Camera below your chin = you look weak. Camera at eye level = you look like the expert.
The phone smile: why buyers can hear it (and why it changes the call)
A real smile changes the shape of your soft palate. The buyer's brain hears it and trusts you faster.
The silence after price: read these 3 micro-cues before you speak
Don't fill the pause. Read the eyes, the shoulders, and the hands — then choose the right next move.
The D2D step-back: lower the threat in the first 2 seconds
Door opens. You take half a step back. The whole conversation just got easier.
Kitchen-table read: the chair angle that tells you the deal is dead
Two minutes into the sit-down, watch the chairs. The body always tells you before the mouth does.
Why body language matters in sales
Buyers decide if they trust you in 7 seconds — long before your words land.
Posture: how to look confident without looking stiff
Stand like you belong there. Don't stand like you're waiting to be inspected.
Eye contact and attention
60/40 — not a stare. The eyes are where trust gets built or burned.
Facial expression and trust
A calm, slightly smiling face says: I'm not threatened, and you shouldn't be either.
Hand gestures and movement
Hidden hands hide intent. Open hands open the deal.
Body language for Bull, Owl, Lamb, and Tiger buyers
Same posture for everyone is the same as no posture for anyone.
Body language mistakes that hurt sales conversations
Most lost deals don't die on objections. They die on the small physical tells in the first two minutes.
The Sales Presence Checklist
Seven micro-moves before every pitch. Less than 60 seconds. Massive lift.