How to Use Body Language to Win Trust and Sell More Cars

Confidence isn’t just heard—it’s seen. When you're in sales, service, or management, your communication style is your currency. But here’s the kicker: only 7% of what you communicate comes from your words. A massive 55% is down to your body language, and the remaining 38%? That’s all in your tone.

Let that sink in. More than half of how people perceive you is based on what they see, not what they hear. So whether you’re greeting a customer on the yard, running a handover, or resolving a service concern—your body is talking. Is it saying what you want it to say?

Why Body Language Matters in Automotive

The automotive industry is built on trust, urgency, and relationship-building. Every customer interaction is a moment to either connect—or disconnect. You might have all the right scripts, product knowledge, and sales processes in place (which is what we cover in our Sales Executive Mastery course), but if your body language is giving off hesitation or disinterest, you’ll lose before the conversation even starts.

Customers are more informed and sceptical than ever. They notice when your smile doesn’t reach your eyes or when your handshake lacks confidence. And they feel it when your posture says “I don’t want to be here.”

The good news? You can shift this—fast.

The 3 P's of Powerful Body Language

Let’s break down three quick wins you can start using today:

1. Posture – Your Silent First Impression

Stand tall. Shoulders back. Chin up. No slouching on the bonnet or leaning on your desk mid-chat. Good posture doesn’t just make you look confident—it tricks your brain into feeling confident, too.

Clients pick up on this. When you carry yourself like a pro, they feel safe. And in our world, safety equals trust—which equals sales.

Want to see posture in action? Check out some of our presenter techniques on TSS TV and model their stance in your next customer interaction.

2. Presence – Be Where Your Feet Are

Distraction is the death of good body language. If you're glancing at your phone, shifting from foot to foot, or looking over someone’s shoulder while they’re talking—you’ve lost them.

Being fully present doesn’t just help you listen better. It shows the customer they matter. Make a conscious choice to give every person your full attention. Let your body reflect that intention.

Want to boost your ability to stay present under pressure? Our Leadership Training Programme covers this in-depth for managers and team leads.

3. Pacing and Gestures – Move With Meaning

Your hand gestures should feel natural, not forced. Avoid erratic movements or ‘jazz hands’ energy. Instead, use your hands to emphasise key points, create space in conversation, and reinforce your message.

When done right, your gestures build rhythm and rapport. And when done wrong? They become a distraction.

Also, watch your pacing. Nervous energy often leads to talking too fast or fidgeting. Breathe. Slow it down. You’re the authority in the room—own it.

Use Eye Contact to Build Connection

One of the simplest but most overlooked tools in your body language arsenal is eye contact.

Too little, and you seem untrustworthy. Too much, and you risk coming across as intense. The sweet spot?

Maintain natural eye contact for a few seconds at a time, especially when introducing yourself or delivering key information.

Pro tip: Try noticing someone’s eye colour when you first meet. It forces authentic eye contact and sets the tone for a genuine connection. This trick has been a game-changer for many of our trainees during monthly onsite coaching sessions.

Body Language Under Performance Pressure

Performance pressure is real in this industry. End-of-month targets, commission structures, and constant client demands can take their toll. And often, that pressure leaks into your body language.

Maybe you start folding your arms more. Avoiding eye contact. Tapping your pen. Speaking too quickly. All signs your body is feeling the strain.

What’s the fix? It starts with awareness.

At TSS, we’ve seen firsthand how body language and tone impact performance metrics—and how quickly things improve when they’re adjusted.

Taking a deep breath, grounding yourself before a meeting, and reminding yourself to focus on the customer rather than the outcome—these are small shifts that make a big impact.

Body Language Mistakes to Avoid

Let’s get real. Some body language habits need to be left in the rear-view mirror. Here are the top offenders we see across sales floors and service counters:

• Crossed arms – comes off defensive or closed-off

• Hands in pockets – signals insecurity or boredom

• Looking at your watch or phone mid-convo – appears rushed or disinterested

• Constant fidgeting – makes others anxious

• Standing too close – invades personal space and causes discomfort

Start catching yourself in the act. Ask your team for feedback or review footage from customer interactions (where appropriate). And most importantly—don’t take it personally. Improvement starts with ownership.

Your Body Is Always Talking—Train It to Speak Success

You can have the slickest script and sharpest tools in the business, but if your body language is saying “I don’t believe in what I’m selling,” you’re in trouble.

The best sales professionals, service advisors, and leaders know that every movement, every glance, and every gesture either builds or breaks rapport.

If you want to perform at your peak, don’t just focus on what you say. Focus on how you show up. Your body language is a powerful tool—train it, sharpen it, and let it work for you, not against you.