Body Language is relevant in all aspects of our life. The topic is particularly useful in the field of sales. Highly skilled sales professionals are trained to look for many different body language shifts that indicate the prospect has crossed the mental chasm from skeptical to sold.
This article highlights a few of the signs you can observe in this dynamic.
Deep Breath
If a person has been breathing shallow slow breaths and all of a sudden takes in a huge breath and lets it out slowly, that signals a change in mental attitude. It is likely that the person is expressing the lowering of overall tension.
The technique is known as a cleansing breath because the impact is to acknowledge the tension going out of the body.
Feet to Floor
If the buyer is sitting with crossed legs suddenly uncrosses his or her legs and puts both feet on the floor, it is usually a sign the person is ready to sign on the dotted line.
Unbutton Jacket
If a man in a business suit that has been buttoned suddenly unbuttons it and pushes it out to the sides, thus exposing the solar plexus, it is a very good sign. You are scoring points.
Open Palms
If a person who has been sitting at a table or desk with closed fists and knuckles on the surface, turns hands over with palms upward, it shows a transition from being resistant to being open.
Dilated Pupils
If you observe the pupils of the person are larger than normal, you have an indication of anticipation that is generally a good indication of a deal. Note, the other person has no way of observing his or her own pupils, so you have a significant advantage by checking for that clue.
Increased Blinking Rate
This signal can go either way, so be careful. If the other person is irritated by the negotiation, the result may be an increase in blinking rate.
However, an increase in blinking rate could also signal anticipation of closing the deal. If you observe increased blinking rate, check for other signs to understand which direction is operational.
Inward Lean
If a person who has been sitting back in the chair suddenly leans in, that is a signal that the person is ready to close the deal.
Increased Eye Contact
If a person who has had difficulty maintaining good eye contact, all of a sudden increases eye contact to the level of 60% to 70%, you have likely made the sale.
The Opposite Signal
If a person has his or her notebook open on the table in front of him, then suddenly closes his book and folds his hands on top of it, that gesture means no sale is likely today. The person has just shut down the negotiation for this session.
There are many other body language gestures that can help you identify when a person is ready to make a deal. Many of these have to do with facial expressions, such as skeptical versus a satisfied smile. Stay alert when negotiating for another person over anything, from which food to order to buying a house. Knowing these signals will help you come out with a better result.
This is a part in a series of articles on “Body Language” by Bob Whipple “The Trust Ambassador.”
Body Language 91 Ready to Make a Deal?
August 24, 2020
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Body Language 81 Search Me
June 29, 2020
There are many gestures that indicate a person doesn’t know. The verbal phrase might be “search me” but the body language gestures are unmistakable.
Arms and hands
The most common gestures involve the arms. As in the attached picture, the woman is holding her arms out with palms up. There are several variations of this gesture but they all involve palms up and the shoulders somewhat raised. It may manifest itself with a shrug.
The hands can be level as in this picture or they may be uneven due to one shoulder being much higher than the other.
Another common gesture with the arms and hands is to have one arm across the stomach causing a kind of shelf on which the opposite elbow is propped with a finger either on the chin, cheek, or even in the mouth with a biting expression.
Facial expression
The usual facial expression to go along with the hand gestures is one of slight confusion. The mouth will be shut or sometimes it will be pulled to one side indicating the person is thinking. The eyes are normally wide open and the eyebrows will be high.
Alternatively, the eyes might be looking to the side as if the person is looking for some clue or playing a kind of guessing game with you.
General posture
In most cases when you see this gesture the person will be standing. It is possible to show it while seated, but it is far less common.
What to do
When you see this expression, you need to take the circumstances into account. If the person was just asked which movie she wanted to see, the connotation would mean that she really does not care. On the other hand, if she was asked about a new technology, it may mean she really does not know.
In either case, the best response is to get the person to talk. The gesture itself is clear, but the resolution needs to come through dialog. Avoid a mirroring gesture when you see these things. Instead, offer specific alternatives to help the person verbalize a preference.
This is a part in a series of articles on “Body Language” by Bob Whipple “The Trust Ambassador.”
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