Some of the simplest and most effective techniques are often missed and should form a vital and valuable part of management and sales training in particular. One of these is the simple business of knowing when standing up can be effective.

For example, if you are a manager with an open door policy, stand up when people come in to see you. This will encourage the other person not to make themself too comfortable and get straight to the point. If you feel the matter needs more time you can always sit or schedule a meeting for a more convenient time.
Many serious business negotiations take place over the telephone. These can include sales calls. Once again, the power of simply standing up should not be underestimated.

If you’re on the phone a great deal, invest in a headset, better still a wireless one. This means that you’re free to stand and gesticulate. This simple physical act will energise you. Try it next time you are closing a sale, or completing a negotiation with a colleague or supplier.

Standing will actually improve your vocal tone and increase your confidence.

There is an exception to this. If you’re having a difficult discussion and want to avoid unnecessary conflict, you are best to stay seated. Likewise, if you are dealing with an unhappy customer, staying seated will help you empathise with them. However, when you are finishing the call and telling the customer what actions you are going to take, stand up as it will make you sound more authoritive and trustworthy.