Sell More by Saying Less: The Power of Body Language & Tonality in Sales

Sales isn’t just about the words you say—it’s about how you say them, how you move, and what your customers unconsciously pick up from you. In this episode of Born For The Trades, host Shreya sits down with sales expert Allan Langer to uncover the game-changing secrets that most sales reps overlook. Allan, the author of The 7 Secrets to Selling More by Selling Less, shares why traditional high-pressure tactics are outdated and how understanding psychology, trust, and nonverbal communication can transform your sales approach.

With the latest Rilla update, sales teams can now analyze body language and tonality during recorded conversations—offering a whole new perspective on why some deals close effortlessly while others fall apart. Allan and Shreya dive into the shocking truth about communication: a huge percentage of what influences a sale isn’t based on words at all. So, if you’re only focusing on what you’re saying, you might be missing the real signals your clients are giving you.

Too many sales reps are so locked into their scripts and quotas that they don’t notice the subtle but powerful signs from their clients. Are they engaged? Are they hesitant? Is their body language saying “yes” while their words say “maybe”? Understanding these subconscious cues can mean the difference between another lost lead and a loyal customer. Allan breaks down simple but highly effective gestures, tonality shifts, and actionable steps that anyone—whether seasoned or brand new to sales—can implement immediately to build trust and close more deals.

Does this change everything sales reps have been taught, or does it simply enhance what they already know? Allan shares his insights on how this knowledge can seamlessly fit into any sales process, giving professionals an unfair advantage in an increasingly competitive market. If you’ve ever wondered why some salespeople seem to effortlessly connect with clients while others struggle, this episode reveals the hidden skills that make all the difference.