BY Jessica Helinski
Body language when presenting is a powerful tool. Sellers may not realize it, but their nonverbal actions have a significant impact on others' perceptions and actions.
Why does body language when presenting matter?
Body language is defined as nonverbal messages you send, including body movements, facial expressions, vocal tone and volume.
“Whether you’re aware of it or not, when you interact with others, you’re continuously giving and receiving wordless signals,” according to HelpGuide.
“All of your nonverbal behaviors—the gestures you make, your posture, your tone of voice, how much eye contact you make—send strong messages.”
Awareness of body language is important, as you can use it to support your words and influence others. HelpGuide points out that body language can have the following roles, for better or worse:
- Repetition (strengthen the message you want to send)
- Contradiction (undermine what you’re saying)
- Substitution (completely replace words)
- Complementing (add to your message)
- Accenting (stress or emphasize a point)
Body language tips for presenters
As Gary Genard explains, body language is important when presenting because it can move, motivate and inspire.
“Excellent speakers stay grounded in the reality of not only what they're saying, but what they're showing. You need physical expression of your talk.”
He believes that sellers can adjust their body language by being conscious of what not to do. He points out that it may be more effective to focus on avoiding common mistakes that make you look like an amateur.
Genard discusses key types of body language that reps should avoid when presenting. He highlights those that are particularly impactful and can negatively influence how the audience receives your messages.
Weak eye contact with your audience
While it can be difficult to balance your focus between your audience and your notes, it’s important to prioritize eye contact with the audience. Gerard understands that referencing notes is important, but nerves and feeling self-conscious can also be to blame.
He points out that self-consciousness causes speakers to rely on notes or slides for comfort, like life preservers.
SalesFuel’s Tim Londergan suggests using the time post-slide or after making a point to pause and look into the audience. This creates a natural habit and serves as a reminder to refocus your attention on them.
Poor posture
As Gerard reminds sellers, “how you stand affects your standing with an audience.” Standing strong and straight is a top tip for using body language when presenting. Why? Because how you hold yourself can demonstrate confidence—or something else.
When you show a weak stance, Gerard explains, “you appear literally unbalanced. What kind of status is that for someone giving a presumably important speech?”
Using closed gestures
Closed gestures, like crossed arms or fidgeting, are often unconscious ways of protecting yourself when you feel nervous or exposed. But they create a barrier between you and the audience, making you seem distant or unapproachable.
Improper use of space
Avoid staying put in one spot while you present. It may feel more comfortable but to really command the space, you must make use of all of it. How?
“Approach your audience if you can,” Gerard suggests.
“Move toward your PowerPoint screen to point something out. And, most important, free yourself from the lectern whenever possible.”
Awareness is key
It’s important for sellers to under the power of body language when presenting and consciously work to be aware of their own habits. The effort will pay off in benefits for everyone.
As HelpGuide points out, “…you can express what you really mean, connect better with others, and build stronger, more rewarding relationships…”
To learn more about how body language impacts others’ perceptions of you and what other best practices to adopt, take a look at this guidance from SalesFuel.
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