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Did you know that communication is only 10% verbal? Most of what you communicate comes across in the tone of your voice (30%), and your gestures (60%). Your body language reveals more about you than you may know.
Your prospect’s behavior provides clues as to how they’re feeling, which in turn lets you know how you should approach them. But body language goes both ways. You must be aware of your own behavior as well to get the best possible reaction from your audience. Bear this in mind the next time you present your opportunity or service to a potential prospect.
The Eyes Have It
I’m sure you’ve heard this one before, “you can tell a lot by a person’s eyes”. Eye communication is a great skill to have and eye contact is a great tool to master.
Darting eyes means a person feels insecure. This person is looking for an escape route from talking to you.
Have you ever talked to someone and noticed that his or her eyes were looking everywhere, but at you? This is a sign of boredom and/or distraction, it also means the person is seeking a way to get outta your space.
Defensive, Comfortable, or Just Chilly?
If someone habitually crosses their arms, they prefer to say they’re cold or comfortable rather than to admit that they’re nervous, anxious or defensive.
If your prospect crosses his arms, he’s likely adopting a defensive position towards something you said. Try to re-engage them by shifting the focus back on them and what they want. Get them to participate. Instead of focusing on thoughts, ask them how they feel about what you’ve discussed.
Always try to keep your head at a level, steady position. This is implies confidence and sends the signal that people should listen to you. Tilting your head to the side is a sign that you are receptive and ready to listen.
To Cross or Not To Cross
When having a conversation with someone, make sure both feet are on the ground. Twitchy, restless legs betray nerves and stress
If a person crosses both their legs and arms, this is an indication that he or she is emotionally withdrawn from the conversation.
If they cross their legs at the ankles while sitting down, this can mean they’re afraid, unsure, or holding back.
Seal the Deal
No one likes a cold, clammy hand—it’s a sign of nervousness.. Make sure your hands are warm and dry! A firm grip on your handshake shows that you’re confident, friendly, and trustworthy.
People in sales are taught to watch for a customer’s exposed palms if they give reasons or objections as to why they can’t purchase a product or service. If they’re giving a valid reason, they will typically shows their palms. If they’re being open about explaining their reasons, they’ll use their hands and flash their palms; whereas someone who isn’t telling the truth is more likely to give the same verbal response but conceal his hands.
In the end, people like to be liked. If you give every indication that you like the person sitting across from you, they’ll reflect the same thing back at you. And it’s always easier to present to a friendly audience.
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