In this episode of "The Selling Podcast," hosts Scott and Mike tackle the 90% of communication that isn't verbal: body language and hand gestures during sales presentations.

Prompted by Scott's recent broken hand and subsequent awareness of his own gestures, the duo explores the critical nuances of non-verbal communication in sales. They contrast high-energy, large gestures used in public speaking with the smaller, controlled, and deliberate movements required for sales presentations to build trust and confidence.

The episode provides a practical breakdown of specific hand gestures and body language habits, including:

• The power of open palms: Signifying openness and honesty.
• Fidgeting as a crutch: Why clicking pens, swiveling in chairs, or twirling objects signals confusion and lack of confidence.
• The aggression of pointing: Why you should never point directly at a customer, and what to do instead.
• The importance of stillness: How to control your body while listening to demonstrate engagement.
• Mirroring vs. Matching Energy: How to read the room and reflect the customer's vibe without mimicking their anxiety.

Ultimately, the hosts encourage sales professionals to videotape themselves to identify distracting habits and practice delivering their message under the constraint of controlled, deliberate movement.