Many areas of selling that Ive studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics before I ever began learning it myself and including it in my training, Id never before seen it used in sales.

Social dynamics is the science of using nonverbal sub-communication to influence others. What does this include? The primary elements of our nonverbal sub-communication are body language, vocal tone, inflection and volume, eye contact, movement and carriage of the body, and other subtle but important elements.

The consequences of not using proper social dynamics in your sales interactions are severe, and most of us dont even know were doing anything wrong because we havent been taught. The situation is much like cold calling salespeople who cold call only do so because they dont know any alternatives. However, by not paying attention to our social dynamics, we unknowingly give our power away to prospects, let them have control of sales appointments, create an impression that we are not successful, give prospects the gut feeling that they should not buy from us all unknowingly.

So, that said, what can we do to make sure we dont short-circuit all of our efforts by using improper social dynamics? Following is a brief and very basic but highly effective checklist of things you need to watch out for while selling:

1. Body language. (This isnt easy to explain without pictures so bear with me!) Be careful not to lean in to prospects when talking with them. Leaning in sub-communicates weakness and submission. Lean back when you are in front of prospects. This sub-communicates that you are the leader, are in control, and will cause prospects to be more willing to follow your lead and buy. In addition, you should never face a prospect more than they are facing you. In other words, if a prospect is not facing you straight-on while sitting or standing, you should be turned away just a degree more than the prospect is turned away from you. It is okay to face a prospect straight-on only after they have fully turned to face you directly. If you face them directly before they do so to you, you are sub-communicating neediness and submission. However, by allowing the prospect to do so first, they are automatically placed in the submissive role and will be much easier to close.

2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.

3. Your voice. The single most important thing you can do to be a more effective salesperson is to have a powerful, commanding voice. Like a firm handshake, an impressive vocal presence sub-communicates power and leadership and will cause prospects to be much more willing to buy from you. Practice speaking louder in your everyday communications. You dont want to yell or strain; instead, focus on speaking from your core, your abdomen, which will result in the commanding voice you need to have to be effective.

Imagine a general who speaks powerfully, but without yelling or straining. This is what you should strive for. I achieved this by simply talking that way all the time. An added benefit is that you will automatically become an excellent public speaker by having this talent, which you can then leverage into more sales by volunteering to speak at networking events, chamber of commerce meetings, and other target-rich environments. It will also be a necessary skill should you wish to go into sales training or public speaking later in your career, a choice that is available to all successful salespeople.

4. Your presence. This is closely related to body language, but has more to do with posture than with positioning yourself in front of prospects. For example, weak people are afraid of infringing on others personal space, so they keep a small presence. Avoid this by standing with your feet at least a foot apart, leaning back slightly, and having your shoulders back and chin up. This is a powerful stance that sub-communicates leadership and confidence. The same rules hold true while sitting keep your feet flat on the floor (no crossed legs), with your arms spread wide rather than holding them close together. Unless you are sitting with your arms on the desk, lean back in your chair while speaking. Again, youre demonstrating command of the situation by doing so.

What about pacing the movements of your prospect? Dont do it. This is one of those old, right answers from the old school of selling that is now wrong. Most prospects can pick up on this because its been done to them so many times before, and, whats worse, why would you want to pace your prospects mannerisms when you run the risk of reflecting their own weak body language? In addition, it shows a lack of independence, which is the biggest killer of the powerful, confident persona you want to demonstrate in appointments.

Finally, remember that this is not a competition. These suggestions are not given with the intent to rule your prospects. They simply allow you to present yourself as a powerful leader whose advice should be taken, and the end result is that prospects will feel extremely comfortable with entrusting their business to you. Follow these tips, and your close rates will suddenly explode!

Frank Rumbauskas

Frank J. Rumbauskas, Jr., author of the New York Times Best-Seller "Never Cold Call Again: Achieve Sales Greatness Without Cold Calling," spent several difficult years in sales, frustrated and convinced that there must be a better way than the familiar chants of "cold call more" and "increase your activity" so frequently heard from well-meaning but otherwise clueless sales managers.

While working as an account executive for a Fortune 100 company in the mid 1990s, Mr. Rumbauskas was mentored by another A.E. who went from entry- level sales to upper management in 3 years, something unheard of in this particular organization. This top producer revealed a very basic principle to Mr. Rumbauskas. He immediately applied it and suddenly began to achieve tremendous results. That simple principle forms the basis of this entire program. Mr. Rumbauskas has taken it, perfected it, designed systems around it, and is now able to apply it to any and all sales jobs. He went on to successfully start and run two sales agencies based on these principles before moving into sales training.

His biggest strength compared to other sales trainers and authors is the fact that he is now a business owner who meets with salespeople on a regular basis. He is careful to observe everything they do right as well as everything they do wrong, and his training materials reflect this firsthand experience.

Originally from Linden, New Jersey, Mr. Rumbauskas now resides in Phoenix, Arizona. He is actively involved with various community and civic organizations in the Phoenix area, and is an active entrepreneur - he owns a mortgage protection life insurance agency which uses the principles he teaches to generate business without cold calling, and is a major holder in an emerging wireless internet company. He enjoys reading the great number of success stories we receive from students of this program. If you have a success story you haven't yet shared with us, please do so!