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The Silent Sell - Body Language

The silent sell – 10 simple body language tips for selling your home

When selling your home there’s no one more qualified to highlight your property’s best assets than you. After all, you have in-depth knowledge that comes from years of living there.

However, when it comes to showing prospective buyers around your home, the importance of understanding the non-verbal communication, both yours and theirs, cannot be underestimated. Your job is to present the property’s best features and observe your potential buyer’s responses. This will help you provide more of what they want and present less of what they don’t want – increasing the chances of not only selling your home, but also achieving your asking price.

  1. Greeting – Every interaction starts with a greeting, which sets the tone of things from there on. Make sure you are ready and waiting for your buyer but don’t be too eager, stood waiting with an open door can make you look a little desperate. Wait for them to knock or ring the doorbell.

  2. Handshake – Some people don’t like shaking hands while for others it is perfectly normal. I suggest you go for the handshake, as most people find it very hard to resist a hand that is being offered and you also get a bit of a gauge from their handshake as to how enthusiastic they are about your property after seeing it for the first time.

  3. Eyes – Remember it’s called a viewing because most people will use their eyes more than any other sense to judge whether it’s the property for them. It’s your job to point out all the little details only you know about your home. Make a list of your properties assets but only point out those that seem appropriate to each new viewing. Also notice how as you point out each of these things whether they are engaging with you by actually looking at them.

  4. Smiles – Most of the time smiling is a good thing, it shows someone is happy, relaxed and content. As you enter each room or point something out, keep an eye out for whether a small smile starts to appear on their face. Make a mental note of their reaction and try to point out similar features to continue their positive, happy smiles.

  5. Nods & Shakes – Look out for subtle nods or head shakes as these are good indicators of how positive or negative that thing is to them. You can also encourage people to do this by nodding and shaking your head when you speak of what you consider good or bad things about the property, area, neighbours and local amenities.

  6. Posture – How you stand has a great impact on how people feel about you. With 61 per cent of people believing good posture equals high confidence, make sure your posture is giving them the confidence that what you are telling them is true and your home is worth the asking price.

  7. Body Angles – How you stand or sit in relation to your potential buyers can have a major impact on how comfortable they will feel in your home. Greetings are normally face-to-face but after that you should avoid the straight-on angle. Try to sit or stand on the left of the person you are showing round, as most people are right handed it gives them more freedom of movement, they may be making notes or want to touch things.

  8. Encourage them to touch things, sit down in the living room, feel the carpet (if you are leaving it), lay down on the bed etc. Touch is one of our basic five senses and how people feel about a particular area or space is important to them. The more they can try out things the more comfortable they feel, the easier it is for them to make up their mind.

  9. Smells – This is the most basic of all the senses right from birth and people automatically react to smells in a positive or negative way. Don’t go over the top with fresh coffee, baking bread and all the old clichés, make sure it smells either completely neutral or has just a light fragrance in the air.

  10. Sounds – Pretty much every home has its own noises from heating, floorboards, roads, and neighbours. If you have a noisy home, fix what you can. If you live in a noisy area try to time your potential buyer’s viewings for when it is quieter.

Buyers buy with their senses so it makes sense to use them all to your advantage by appealing to the hardwired basic instincts. Each and every buyer will interpret your home differently according to their needs and requirements. Your challenge is to sell your home’s best features. Appeal to the senses, notice how your potential buyers react and what their body language tells you and concentrate on the positives whilst moving on quickly from the negatives. By following this advice you should be able to achieve the asking price you’re looking for.