Selling with the Right Signals 67
What you can learn is how to send the signals that show your
audience you’re comfortable, in control, and self-confident.
How to stand
When standing, I recommend this position:- Erect posture.
- Feet about shoulder-width apart.
- One foot slightly in front of the other.
- Hands comfortably at your sides; fingers quiet and relaxed.
- Head erect.
- Chin up but not exaggerated.
Here are the messages you’ll send in this position: - An erect posture suggests authority.
- Feet spread suggest solidity.
- One foot slightly forward lets you move toward the audi-
ence as you gesture. It suggests the embrace and the hug I
spoke of earlier. - With your hands at your sides you look natural and
comfortable. - Keeping your head erect with your chin up prevents you
from looking as if you’re talking down to your audience—
or worse, from looking down your nose at your audience—
or from tilting your head to one side.
I’ve noticed that many people tilt their heads to one side. I think
it weakens the communication. I realize there are coaches who think
the tilted head looks good. I don’t agree. Your head should be erect
and still. I stress “still” because many people react with head nods
instead of using the open face. Often, we nod as we’re listening in-
tently. It says, “I agree.” But in many cases, the nod is habit and even
though we mean it to say, “I understand where you’re coming from,”
what we’re reacting to is an accusation of wrongdoing or bad think-
ing and the audience sees, “You’re absolutely right.” It looks bad.
What to do with your hands. Once you’re comfortable with
the right way to stand, take a couple of diaphragmatic breaths.
Shake out your shoulders. See where your hands fall naturally.
They should be at your sides.
Fingers that fidget, clutch at things, or are fully extended won’t
look comfortable to an audience. So avoid the temptation to wiggle