We have all walked into a retail environment with our arms crossed and no intention to buy. However, we then trot out of the store twenty minutes later with our bags loaded, scratching our head but feeling strangely aroused.
Conversely, think of a customer that enters a used car lot with a wide smile and wallet open. Yet, spend two hours labouring over the purchase and then walks out with nothing but an insincere, “I’ll need to sleep on it, but I’ll be back tomorrow I promise.”
These types of cues and signals can wreak havoc on a salesperson’s performance and confidence. Leaving them unclear, reactive and untrusting of their own instincts.