It's all about "The McCabe Nod".
Look:
The ‘McCabe Nod’ is a tool that is utilised amongst face to face sales professionals when illustrating the benefits or advantages of their products or services and making closing statements. It’s something that the best sales people do very well and has similar grounding to mirror and matching skills.
The effects of the nodding are quite easily demonstrated when you ask someone to nod and say no and shake your head and say yes, without thinking about it first!! It feels uncomfortable to shake your head when nodding. Even that paragraph is confusing.
A perfect and interesting example is when you watch politicians speak to the media; they more often than not have a number of their constituents or party members behind them nodding with the proposed policy changes, amendments or general views. It makes the viewers feel more comfortable about what is being said, as it is subconsciously viewed as a positive mannerism.
When I am talk to a large group of sales people and have gone through the process of identifying the triggers for what is being presented, a statement such as ‘I am sure you can see the advantages of this specific product or service can’t you? and it does meet your current needs for what we have been discussing doesn’t it? All while in the meantime nodding , then as I am finishing this up, motion to look at each other! and the majority of the room are nodding. If your group aren’t doing a lot of nodding, then as a manager it can be a sign that your message is not getting through.
Getting a prospect or potential customer nodding and making those small gestures is important when attempting to make a sale. If this is not happening, then you haven’t made enough impact, built the repour or the need, or simply haven’t got the prospect's confidence yet, and a sign that more leg work needs to be done before trial closing.
It’s much easier to close the business with a prospect who is openly agreeing with your presentation points than desperately try throw out some features or benefits that might catch their interest.
Very much like selling to someone with their arms crossed! Until they open up to suggestion Understanding and practicing to nod when you yourself make an important statement, makes the sales process easier for you, and the journey for the potential customer or prospect much more comfortable.
Use it when suggestive selling, or even when you are on the phone.... Nodding like smiling does impact the feel across a phone conversation, while also demonstrating confidence and professionalism.
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