ColorComm Conference 2018: Are Your Words Powerful or Powerless?

By Tricia Allen

Selling and Negotiating: Body Language Expert Linda Clemons

Linda led a session on selling and negotiating. Most of us know that a large percent of communication is non-verbal, but Linda brought this to life in her engaging, energetic session. Here are a few nuggets:

• We have 43 facial muscles and we use 36 of them to make expressions. When we are upset it goes from mind to matter. Be mindful of what you face is telling others and what they are telling you.
• So many women give up their power when going into a presentation through their body language
• Whatever you think about, comes about. Be mindful of what you are thinking.
• When presenting stand in your presence and stay in your real estate.
• It’s not what you say it’s what they hear
• If you want to sell something to someone see things the way they see them not how you see things.
• Know the person’s baseline and what they look like under stress. It will be very telling in negotiation or trying to sell an idea.
• Our power zones are our throat, heart, belly button. Be mindful of how you use them and make sure what you are saying is congruent with your actions. (In other words be authentic)
• Did you know if you hold your arm while presenting or in a meeting you are likely under stress? The higher up you hold your arm the greater your stress level. Watch for these cues and be aware of your own body language.

Jen Harmon was equally impressed with the session and sent along her thoughts:

The workshop that stood out the most to me today was Linda Clemons’ session, a workshop on Selling and Negotiating. Linda’s session focused primarily on body language as it relates to sales meetings and presentations.

As women, Linda says that we are more prone than men are to fidget and develop nervous habits while presenting. 55% of our communication is non-verbal, and so body language is a big part of how people perceive others. It can make or break deals, and it can impress or turn off clients.

To quote Linda, “It’s not what you say OR how you say it, it’s what they hear.” Our body language allows others to hear our inaudible thoughts and see our invisible emotion. Women, especially, need to be aware of nervous habits and fidgeting – tendencies of which we might not even be aware. Linda’s advice is to take up real estate confidently, whether on the stage, at a presentation or in the boardroom at a meeting.