Make a nice gesture

by Marjorie Brody   People put out signals with body language, often without even being aware of doing so. Gestures are one aspect of body language that an effective salesperson should keep in mind. These visual cues can make you appear not to be in control and will detract from your overall presentation and interaction with clients and prospects.

Gestures reinforce the words and ideas you are trying to convey. Gestures include hand, arm, and head movements. We all know people who "talk with their hands." In some cultures, gesticulating a great deal is the norm.

Two gestures to avoid are:

• Using a pointed finger – this makes you look accusatory, even if that wasn’t your intent
• Fist raising – this is hostile or threatening

The most effective gestures are spontaneous. They come from what you are thinking and feeling, and help your listeners relate to you and what you are telling them.

When giving a presentation, make sure you vary your gestures. Don’t use the same motion over and over again. Audience members will focus on the repeated gesture and not your content. Use your palms and open them out to your audience when gesturing. Move your arm and hand as a single unit, gesturing up and down. When gesturing, always keep your hands and gestures above your waist.

Marjorie Brody, MA, CSP, CMC, is president of Brody Communications (BrodyCommunications.com) and an internationally recognized expert and motivational speaker on career enhancement and corporate etiquette. She has appeared on CNBC and Fox-TV and has been quoted in the Wall Street Journal, USA Today, Fortune, and many others.

Photo © Digital Vision.

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