By Ignite Excellence

Published in t.o.night - February 16, 2010

Everyone has asked themselves this question at one time or another.

It has been shown that people tend to buy from people they like, people they want to be liked by, or people who look like they should be doing what they are doing. The reality is people like people like themselves.

In a sales role, it is critical to emulate the client without losing respect and professionalism.

"We always suggest that when meeting with a prospect, consultants should dress one step up. This philosophy also holds true in regards to communicating with the client", says Suzanne F. Stevens, keynote speaker and founder of Ignite Excellence Inc., a training and development company that specializes in influential verbal and kinetic communications.

"What you want to do is ensure your communication pace is similar to the prospect's, but with a little more energy. Again, your body language is similar but a little more professional. You do not want to look too relaxed or the prospect may have the perception that you are not genuinely interested in their business. You want to reduce differences at a subconscious level."

Stevens says in a situation with an individual who is using dominant body language, you may not want to assume the same aggressive body language.

"However, keeping your shoulders upright, your back straight, and maintaining a strong voice will project confidence and let the individual know that you will not be intimidated," she says.

"If you are in a meeting and you feel that you are being dominated, quickly increase how much room you take up in your seat by expanding your arms and shoulders, then watch what happens - the prospect often alters their intensity subconsciously."

Ignite Excellence is a training and development company specializing in influential verbal and kinetic communications. Ignite Excellence develops skills to win and maintain business, build stakeholder perceptions and strengthen internal communications so individuals can Influence. Differentiate. Engage.