#JTInThe Raw 32: Using Your Body Language To Boost Your Authority

 

Welcome to your weekly dose of business tips, insights and thoughts as I chew the thin on running a business.  This week I’ve got a cracking #AskJT about body language, so this week will be packed with tips for you and your staff on how to present yourself!

Remember at any stage in this show you can share it with a friend or colleague or anyone you know by tagging them in the comments.  And if you like what I say, I love the instant feedback . . . so hit Like or Love or Wow buttons!

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Body Language Impacts What Your Say

Last week I shared the statistics on how people receive the message we are giving them.  If you missed the show, pop 31 in the comments below and I’ll shoot you the link to grab the stat’s.

From last week’s show, I received an #AskJT email from Simon who has a boutique studio in Orlando Florida who asked me “Can you share any body language secrets to help my trainers during their group training classes so they engage better with our clients?”

Sure can Simon, so get your pen and paper ready . . .

I went to the master of passing on body language tips, the great Tony Robbins.  So here is what he says . . .

Posture

Your power, status and confidence are communicated by how well you use the space around you.

When you slump down, round your shoulders inwards and in fact do anything to make yourself smaller, you give off an insecure impression.

Keep your posture tall, shoulders back and head high.  When you are expanding yourself you are taking control of the surrounding space.

According to Harvard professor Amy Cuddy, two minutes of power posing — standing tall, holding your arms in a “v” shape towards the sky, or standing with your hands on your hips and legs apart like Superman — can significantly increase your confidence.

Before your team go into a sale or a tour, take a PT session or leap into teaching group PT, have them try holding their body in the power pose.  It will make them look confident and feel more confident.

Arm Movements

A key component in teaching a class or taking a PT session is what you do with your arms and hands.

Waving your hands or arms wildly about signals to others that you’re out of control.  It makes it challenging for prospects and clients to respect your expertise. Keep your movements smaller and more relaxed.

Your people Simon, need to use open arms and showing the palms of their hands.  They will come across as sincere and respectable. People will then listen and engage with your team.

I’m sure you know this one but when your arms are crossed, they form a closed off, defensive barricade between you and your client. The client you are communicating with will see this metaphoric wall as a sign that you are protecting yourself, you have something to hide, or that you are resistant to truly engaging in the conversation.

Keep your hands in plain sight and position your arms in a more open, inviting way.

As an added tip if a prospect has crossed arms shake hands, have them hold a piece of equipment, or offer them a drink. The more you can get the other person to physically open up, the more engaged they will feel.

Fidgeting

If your Team members are nervous or stressed they will fidget.  They may twirl their hair, bounce up and down, click a pen or move about restlessly. And while your team may think this is all harmless, these actions signal you are insecure or even insincere.

If your team catch themselves fidgeting, have them focus on their breathing and move into their Superman pose. Their stillness sends the message they are cool, calm and collected.

Your Face Tells So Much

When the clients or member are speaking to your team, facial expressions will show they genuinely care.

It goes without saying that frowning, scowling, grimacing, a negative facial expression or having a killer bitch face will create an immediate distance between you and others. They’ll perceive you as being cold, insecure and closed off.

You may not be aware that negative facial expressions send a signal to the brain that whatever you are doing is difficult or unpleasant. Your brain releases cortisol into your bloodstream, which elevates your stress levels. And will make your mood worse.

Smiling shows confidence and warmth. A smile also increases activity in the left pre-frontal cortex, the hub for positive feelings.

Eye Contact

Eye contact is your most important component of nonverbal communication. The ability to look into the eyes while communicating signals confidence, authority and sincerity. If you look away people will assume you are insecure or worse still when trying to sell: untrustworthy.

Simon, if you can have your team be more aware and in control of their nonverbal signals, they will have an important communication edge on your competitors.

Your team can understand the message they are sending, and position themselves with confidence and authority.

If you want your group training to rock Simon, take the time to understand all the nonverbal cues and gestures, it may just be the game changer you’ve been looking for.

What do you think?  Did you learn anything about body language in communication? Hit Like if you did?

And if you know anyone who could benefit from watching this show, then please tag them in the comments below.  By popping their name in the comments below they’ll receive a notification to watch the show.  So thanks in advance for sharing!

This Week

This weekend Zoe represents her zone at the Regional Little Athletics carnival in discus and shot put.  Provided it is not called off owing to Sydney’s 40+ degrees days!

This week is a mid-month break from my Industry Leaders Roundtables.

Monday is a day of writing content for Active Management members.

Tuesday I head off to Perth to work with personal trainers and front desk team members in an awesome facility.  I’m working with them on building a personal training team and changing the mindset of the team to see value in PT.

Wednesday is a flight home.

Thursday is finishing touches my IHRSA presentation on consumer trends and behaviour.

Friday I head to Wollongong to lead a group of Anytime Fitness personal trainers in ensuring they do not get objections when they tell members how much PT costs.  We will focus on before the session and during the session so we show value in PT.  Can’t wait to work this group.

This means next week show 33 will come to you from Wollongong!

Quote of The Week

Understand nonverbal cues and gestures for a game changing competitive advantage.

Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/