Body language.

I’m not an expert in body language.
But some things just grab my attention.

I have had my share of difficult sales calls.
Usually when prospects had no intention of buying from me.

They were nearly always HQ corporate function heads.
Wanting to undermine my position selling to a divisional director.

If you know how big companies work and have sold enterprise.
You’ll have experienced this - the public ambush.

This is where the corporate suits get you in the room for a (cordial) meeting.
With your divisional allies as spectators, they then tear you a new one.

As a sales executive you learn to read the people at the table.
And some you can build a respectful (if fraught) relationship with.

Others - they’re just out to screw you and assert their position.
Often your competition isn’t your competition it’s these people.

So body language and in particular hands.
Steepled fingers. Wagging fingers.

Steepled Downwards = condescending attitude.
Steepled Upward = sense of superiority.

Wagging fingers = Parent > Child
Pointing fingers = Threatening / Blame

It’s all there in plain sight.
Let it grab your attention too.

How do you build rapport with that?
You don’t.

It’s a signal you’re not there to find common ground.
Their agenda isn’t that. It’s to undermine your power.

Don’t fall into their trap.

Only you will.

Because you’re brave.
Because you care.
Because …

Be polite. Stay calm. Listen.

CALL IT OUT.

Losing situation?
Cut your losses.

Bad faith meetings?
Know when to walk away.

♠️