Stand Like Someone Worth Hearing
Forty body-language habits that make you look and feel like someone worth listening to.
People read your body before they hear your words. Stand and sit like you belong there.
27 tips that really help
These ideas come from The Psychology of Selling (Brian Tracy), Secrets of Closing the Sale (Zig Ziglar), To Sell Is Human (Daniel Pink), and everyday practice. The first six help the most. Pick one and try it today.
First impressions form fast
Studies by Janine Willis and Alexander Todorov found people judge faces in a tenth of a second. Posture and presence add to it.
Pause at the door and stand tall before entering.
Plant both feet
Standing on both feet looks steady. Shifting from foot to foot looks nervous.
Stand with feet hip-width apart.
Lift your chest gently
An open chest signals ease. Do not puff it up, just lift.
Imagine a string pulling the crown of your head.
Keep your chin level
A level chin shows calm. A tilted one can look unsure.
Check your chin in a mirror.
Uncross your arms
Crossed arms can look closed, even when you are only cold.
Rest your hands loosely at your sides or on the table.
Use open gestures
Palms slightly up feel welcoming.
Use one open-hand gesture today.
Stop fidgeting
Clicking pens and tapping feet distract.
Put the pen down while listening.
Do not touch your face too much
It can read as nervous.
Notice how often you do it.
Lean in a little
A slight lean shows interest.
Lean forward slightly when they speak.
Mirror gently
People like similar posture. Do not copy exactly.
Match their energy level, not their moves.
Shake hands well
Firm, warm, two or three pumps.
Practise with a friend.
Look at their eyes
Warm eye contact builds trust.
Hold eye contact three seconds at a time.
Smile naturally
A real smile uses the eyes too.
Think of something pleasant before you smile.
Nod when they speak
Small nods say, “I follow.”
Nod gently twice in your next chat.
Tilt your head slightly
A little tilt shows listening.
Try it once.
Face the person
Point your torso toward them.
Turn your body fully to the speaker.
Sit at the right angle
A corner angle feels friendlier than directly across.
Choose a seat at ninety degrees if you can.
Keep a respectful distance
Too close feels invasive. Too far feels cold.
Stand about an arm and a half away.
Take up space calmly
Do not shrink or sprawl.
Sit with a balanced posture.
Pause before speaking
A beat of calm looks confident.
Count one before you answer.
Use your voice with your body
A relaxed body gives a warmer voice.
Relax your jaw before you speak.
Notice their body language
Respond to signs of discomfort.
Watch for crossed arms or fidgeting.
Adapt to culture
Gestures differ around the world.
Learn one rule for a country you serve.
Video calls: sit tall
Frame your head and shoulders and look at the camera.
Raise your screen to eye level.
Video calls: use small gestures
Keep movement inside the frame.
Let your hands show at chest level.
Practise on camera
You will see habits you cannot feel.
Record a two-minute talk.
Keep what works
Choose two habits and make them yours.
Write your top two.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Good to meet you. I am Sam.”
“Shall we sit here?”
“Please, tell me what matters to you.”
“Let me show you how it works.”
“I appreciate you coming in.”
“It was great to meet you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Check your posture at your desk
Practise a handshake
Stand tall for a meeting
Use open hands once
Record your body language
Fix one habit
Ask a friend for feedback
Further reading
- The Psychology of Selling (Brian Tracy)
- Secrets of Closing the Sale (Zig Ziglar)
- To Sell Is Human (Daniel Pink)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “The Confident Seller”
Keep going. Small steps every day make a big change.
← Previous: Your Pre-Meeting RitualNext: The Power Pose Myth and What Really Helps →
- You Are Already a Salesperson
- Throw Away the Pushy Salesman Picture
- Believe in What You Sell
- Silence Your Inner Critic
- Your First 90 Seconds of Courage
- Borrow Confidence You Do Not Feel Yet
- Celebrate the Small Win Every Day
- Why "No" Is Not About You
- The Rejection Reset in 60 Seconds
- Turn Every No Into a Lesson
- Ask for Feedback Without Fear
- The Numbers Game Made Simple
- Bounce Back After a Bad Call
- Why Great Sellers Hear Thousands of Noes
- Breathe Away Pre-Call Panic
- Your Pre-Meeting Ritual
- Stand Like Someone Worth Hearing
- The Power Pose Myth and What Really Helps
- Sound Calm When You Feel Shaky
- What to Do When Your Mind Goes Blank
- Speak Slower, Sell Better
- Sell to Serve, Not to Impress
- The Giver's Edge
- See Your Customer as a Real Person
- Your Job Is to Solve, Not to Push
- Be Proud of the Value You Bring
- Lead With Honesty Every Time
- The Quiet Power of Integrity
- Start Your Day Like a Pro
- Set Goals You Can Actually Hit
- The Two-Minute Daily Review
- Read, Listen, Learn: 15 Minutes a Day
- Find a Mentor Who Pushes You
- Say Your Wins Out Loud
- Survive Your First Sales Slump
- Protect Your Energy Like Money
- When Sales Are Slow, Do This
- Stay Hopeful in a Long Sales Cycle
- Turn Pressure Into Focus
- Become the Seller You Admire
