The single best skill you can have in life and as a salon professional is the ability to differentiate between what your salon guests say and what they really want. Once you learn and cultivate the basics of body language, the selling process becomes so easy, it’s not even fair!
Once you learn and cultivate the basics of body language, the selling process becomes so easy, it’s not even fair!
When talking to one of your tanners, have you ever been so focused on the words coming out of their mouth like, “No, I’m all set with lotion,” that you didn’t even see that their body was communicating something completely different than what their lips were saying? The ironic part of this is that your subconscious (AKA “gut feeling”) probably picked up on it; but just like your guest, your gut told you one thing but the pre-conditioned response part of your brain said another thing like, “Okay, let me know if you have any questions.”
During a conversation, posture, body position, hand gestures, eye contact and any other movement a person’s body makes or doesn’t make are not as calculated as verbal speech and tends to be more spontaneous and un-planned or natural. That’s why the FBI gives lie detector tests that measure how your body responds naturally to verbal questions to see if your B.S.-ing or not.
It’s called “body language” for a reason. Movement or action from every different part of the body can communicate something different. The experts say 90% of communication is non-verbal. The following chart shows real life examples of commonly used body language that you and your salon guests use on a daily basis.
You’re fluent in English … now it’s time to learn the language of body and improve your sales skills!
