It’s Not Your Clients, It’s You.
- Heather Fedewa
- Jun 4
- 3 min read
If you're in custom closet sales and you're not closing consistently, I have news for you: The problem isn’t your leads. It’s not your pricing. It’s not your market. It’s you.
Before you click away, hear me out. This isn’t about blame. This is about awareness.
Most closet professionals I work with are skilled, experienced, and detail oriented. But the ones who consistently outperform their peers? They’ve mastered something else entirely: Likeability. Not the fake kind. Not small talk or flattery. I’m talking about embodied, authentic presence, the kind of energy that earns trust, creates connection, and drives decisions.
It all starts with your body language.
Likeability = Sales Superpower
According to Transformational Analysis, we don’t just communicate with words, we transmit beliefs, confidence, and energy through nonverbal cues. As salespeople, we are constantly communicating who we are before we ever open our mouths.
Clients are asking themselves one thing:
“Do I feel safe, seen, and understood by this person?”
If the answer is no, your quote goes in the trash. If the answer is yes, your price suddenly feels worth it.
So what sets the magnetic, high-converting closers apart? Let’s break it down:
Posture: The Silent Power Move
Stand up. Open up. Whether you realize it or not, your posture is delivering a message: “I know what I’m doing. You’re in good hands.”
Slouching, crossed arms, or shifting weight nervously says: “I’m not sure of myself, so you shouldn’t be either.”
In transformational analysis, posture reflects your core beliefs about yourself and the world. Adjusting posture = adjusting how you show up.
Gestures: Reinforce or Repel
Gestures can bring your words to life or make them confusing. Effective salespeople use purposeful movements: Open palms. Clear, controlled hand motions. Emphasis that aligns with key points.
This creates visual clarity and makes your message memorable. Fidgeting or keeping your hands hidden? It creates distrust, distraction, or disinterest.
Eye Contact: Trust in a Glance
Maintaining steady, respectful eye contact is one of the fastest ways to establish credibility. Not staring, just being present.
Avoiding eye contact can signal fear, discomfort, or a lack of confidence. Your client feels that… and pulls away.
Remember: people buy from people they trust. And trust starts with where you look.
Mirroring: Connection Without Words
Subtly mirroring your client’s body language is a proven technique to build rapport. It’s not manipulation, it’s neural empathy. We feel safer with people who feel familiar.
Mirroring shows you’re in sync. It builds a sense of “we,” not “me vs. you.”
The Real Problem? It’s Not the Lead Quality.
I talk to business owners all the time who say:
“If I just had better leads, I’d be closing more.”
But that’s not it. You’re getting the opportunities. You’re just not making the emotional connection that closes the deal.
Custom closet sales aren’t transactional, they’re transformational. You’re stepping into your client’s most personal space. They need to feel comfortable with you before they trust your design or your price.
The Shift: From Seller to Trusted Guide
Likeable salespeople aren’t pushy. They’re confident. Energetic. Calm. They guide the client through a decision, not pressure them into one.
And it all begins with how you show up your posture, your presence, your energy.
Final Thought: You Already Have What It Takes
You don’t need to change who you are. You need to uncover and embody your best, most grounded self.
Let’s get real: Sales doesn’t start with strategy; it starts with self-awareness.
If you’re ready to transform your team into likeable closers who connect, convert, and deliver, I’d love to help.
The Business of Closets Coaching • Workshops • Team Training
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