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Sales Skills / Tell Stories That Sell / Lesson 30
LESSON 30 · TELL STORIES THAT SELL

Use Your Hands and Eyes

Practical ways to use your hands and eyes, the two silent tools of every strong speaker.

Hands and eyes tell the story. Use them naturally.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Hands and eyes carry meaning
TIP 1

Hands and eyes carry meaning

Natural gestures and warm eye contact add emphasis and trust to your words.

TRY THIS
Notice what you do now.
Photo for the tip: Use open gestures
TIP 2

Use open gestures

Visible palms and relaxed arms feel welcoming and honest.

TRY THIS
Practise in a mirror.
Photo for the tip: Keep movements deliberate
TIP 3

Keep movements deliberate

Nervous fidgeting distracts, so choose gestures that match your words.

TRY THIS
Hold still between points.
Photo for the tip: Gesture within a comfortable frame
TIP 4

Gesture within a comfortable frame

Keep your hands between your shoulders and waist so movements look natural.

TRY THIS
Check on video.
Photo for the tip: Match gestures to your message
TIP 5

Match gestures to your message

Showing size or direction with your hands helps people picture what you describe.

TRY THIS
Add one gesture.
Photo for the tip: Hold eye contact for a full thought
TIP 6

Hold eye contact for a full thought

Looking at one person for a sentence feels sincere, while quick glances feel nervous.

TRY THIS
Practise a sentence at a time.
Photo for the tip: Include the whole room
TIP 7

Include the whole room

Moving your gaze across all areas makes everyone feel part of the conversation.

TRY THIS
Scan left, centre, right.
Photo for the tip: On video, look at the camera
TIP 8

On video, look at the camera

This creates the feeling of eye contact for viewers and builds connection.

TRY THIS
Place a sticker near the lens.
Photo for the tip: Avoid pointing
TIP 9

Avoid pointing

Pointing can feel aggressive, while an open palm feels inviting.

TRY THIS
Replace a point with a palm.
Photo for the tip: Record yourself to find habits
TIP 10

Record yourself to find habits

Watching a clip shows distracting movements you may not notice.

TRY THIS
Review two minutes.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

OPEN

“(Open palms.)”

POINT

“(Gently indicate a slide.)”

EYES

“(Look at one person per thought.)”

HOLD

“(Rest your hands.)”

CALM

“(Keep gestures within the frame.)”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Rest your hands at your waist
DAY 2
Use open palms
DAY 3
Match gestures to words
DAY 4
Look at one person for a sentence
DAY 5
Avoid pointing
DAY 6
Record yourself
DAY 7
Ask for feedback

Further reading

  • Building a StoryBrand (Donald Miller)
  • Pitch Anything (Oren Klaff)
  • Made to Stick (Chip Heath and Dan Heath)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These 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 “Tell Stories That Sell”

Keep going. Small steps every day make a big change.

← Previous: Hold the Room Without ShoutingNext: Control Your Pace Under Pressure →

  1. Why Stories Beat Statistics
  2. The Simple Story Shape: Problem, Struggle, Win
  3. Make the Customer the Hero
  4. Find Stories in Your Everyday Work
  5. Keep It Short, Keep It Real
  6. Add One Vivid Detail
  7. End Every Story With a Point
  8. Collect Stories While They Are Fresh
  9. The Before, During and After Story
  10. Use Real Numbers Honestly
  11. Tell a Story Like Your Customer Would
  12. Match the Story to the Buyer
  13. Case Studies People Actually Read
  14. Ask for Testimonials Without Awkwardness
  15. Your Ten-Second Introduction
  16. The One-Sentence Pitch
  17. Cut the Jargon
  18. Lead With the Problem You Solve
  19. Make the Benefit Obvious
  20. Use Simple Words and Short Sentences
  21. The Message Test: Can They Repeat It?
  22. Open With a Hook
  23. The Three-Point Presentation
  24. Slides That Support, Not Distract
  25. Demo the Result, Not the Features
  26. Use Pauses Like a Pro
  27. Handle Questions Mid-Presentation
  28. Close Your Presentation Strongly
  29. Hold the Room Without Shouting
  30. Use Your Hands and Eyes
  31. Control Your Pace Under Pressure
  32. Recover From a Slip
  33. Pitch to One Person or Twenty
  34. Pitch Over Video With Energy
  35. A One-Page Proposal That Wins
  36. Open With Their Problem, Not Your Company
  37. Show Options: Good, Better, Best
  38. Make Pricing Easy to Understand
  39. Add a Clear Next Step
  40. Proofread Like a Professional
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