Using body language to close the sale

The most successful people realize that there are always two conversations going on; so stay equally alert to what isn't being said

Using body language to close the saleYou may have "sales" in your job title. But if you are a leader announcing an organizational change, an entrepreneur pitching to a venture capitalist, or an employee on a job interview – you too are in sales. And in any situation where you are selling a product, a service, or an idea, engagement and…

10 body language tips to power up your career

In business interactions, first impressions are crucial

10 body language tips to power up your careerBody language can be your greatest career asset. Here are 10 simple and powerful tips to help you have a super successful year: 1) To make a great first impression, begin before you enter the room. In business interactions, first impressions are crucial. Once someone mentally labels you as “likeable” or “untrustworthy, “powerful” or “ineffectual,”…

10 body language traps for women in the workplace

Women may be the champions of warmth and empathy, but fall prey to these 10 common traps

10 body language traps for women in the workplaceA female executive was having problems dealing with her male colleagues. "They like me, but they never take me seriously," she complained. "It's as if they think I'm flirting with them. Which I definitely am not!" After watching her interact with various men on the senior management team, I saw the problem. She was trying…

How business leaders kill collaboration

If you really want to build a collaborative team, make sure you look like you do!

How business leaders kill collaborationHe had assembled a multi-level, multi-functional group – a diagonal slice of 30 people from across the organization – and had taken them off-site for two days to co-create the necessary steps for achieving the company’s new strategic plan. The hope was that collaboration and knowledge sharing would begin at this meeting and expand from…

7 tips to effective body language on stage

Leaders can sabotage a great presentation if they underestimate the power of body language

7 tips to effective body language on stageOnce upon a time a group of rising-star executives gathered at the Massachusetts Institute of Technology (MIT) to take part in a special competitive event. Each was to present a business plan to be evaluated by the entire group. The best ideas would then be recommended to a team of venture capitalists for final evaluation.…

10 body language tips that will help you land your first job

You have only seven seconds to make a first impression, so make the most of them

10 body language tips that will help you land your first jobYou've spent hours crafting the perfect resume. The format is eye-catching and the wording is practically perfect. But you'll need much more than a well-crafted resume if you want to land your first job! You have only seven seconds to make a first impression, and once the interviewer has labelled you as submissive or confident, credible…

10 body language mistakes women leaders make

If a woman wants to be perceived as powerful, credible, and confident, she has to be aware of the nonverbal signals she's sending

10 body language mistakes women leaders makeThere are two sets of body language cues that followers look for in leaders: warmth (empathy, likeability, caring) and authority (power, credibility, status). Although I know several leaders of both sexes who do not fit the stereotypes, I've also observed that gender differences in body language most often do align with these two groupings. Women…

Adding the human element to virtual communication

From email to phone calls to video conferencing, how to manage what you project to make the best leadership impression

Adding the human element to virtual communicationBeing perceived as a leader is the essence of leadership presence. While most of my coaching focuses on helping leaders enhance their presence in face-to-face encounters, I also realize that a different set of skills is required for projecting leadership presence when communicating virtually. Communication mediums run a spectrum from lean to rich. A lean…

How Santa knew if you were naughty or nice

There are plenty of factors at play, but it’s clear that Santa understands human response and has more than a little science on his side

How Santa knew if you were naughty or niceHave you ever wondered how Santa Claus determined whether to leave you a present or a lump of coal on Christmas? How he knew if you’ve been naughty or nice? I don’t have any hard evidence to back me up, but I’m pretty sure that he must be a first-class lie detector. If so, here…

5 strategies to increase your leadership presence

Leadership depends entirely on how other people in the workplace evaluate you

5 strategies to increase your leadership presenceLeadership presence, that illusive but “we know it when we see it” quality, is a blending of personal and interpersonal skills which, when combined, send all the right signals. It’s how you show up, how you make others feel, and how effectively you communicate both verbally and non-verbally. It's the "wow" factor that sets you…

Women caught in the “Double-Bind” paradox

Men retain their perceived likeability when promoted, while women are seen as aggressive and bossy

Women caught in the “Double-Bind” paradoxHe’s the boss. You’ve become bossy. He’s assertive and confident. You’re seen as aggressive and domineering. He’s successful and liked. You were better liked before you got promoted. Enter the Double-Bind paradox, which states that as males rise in rank and status at work, they retain (and often increase) their perceived likeability – so they…

Mastering the body language of collaborative leaders

People look for two sets of cues in leaders: one signals warmth and caring, the other power and status. Both are necessary

Mastering the body language of collaborative leadersDuring a break in a seminar I was conducting on collaborative leadership, a man from the audience told this story: “My wife is an attorney and I’ve always been a supporter of women in the workplace. I also believe in collaboration and try to make everyone feel included and appreciated. So I was totally taken…

How women can escape the Imposter Syndrome trap

Own your success, take your place at the table and power up your body language

How women can escape the Imposter Syndrome trapSandra was introduced to me as a highly successful business professional with exceptional leadership skills. She was being groomed for a top executive position and she sounded perfect for my favourite kind of coaching assignment: I love working with accomplished women who are looking to become even more effective. It should have come as a…

How to avoid these five common body language mistakes

It's all about context: view them in clusters, evaluate them in relation to what is being said, assess them for consistency and filter them for cultural influences

How to avoid these five common body language mistakesHumans are genetically programmed to look for facial and behavioural cues and to quickly understand their meaning. We see someone gesture and automatically make a judgment about the intention of that gesture. And we've been doing this for a long time. As a species, we knew how to win friends and influence people – or…

Five reasons you may be judged untrustworthy

Why you can't stop anyone from making these snap decisions

Five reasons you may be judged untrustworthyKnowing whom to trust is an important social and business skill. But it’s not that simple – although it’s fast. It took me just seven seconds to assess your confidence, competence, status, likability, warmth and, yes, your trustworthiness. You can’t stop me (or anyone, for that matter) from making these snap decisions. The human brain…
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