Body Language

Body language is fascinating. People rarely recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye.

I can remember coming home from school as a child after having a tough day and seeing my mother. Instantly she would look at me and ask what is a matter. I know for a fact the majority of the time, I would answer “nothing.” However, her keen exploration would soon make me realize that I had a negative attitude.

In sales, it is vitally important to read body language. There are four major areas of body language you need to observe.

1. Eye Contact and Brow Movement
2. Facial Gestures
3. Torso and Arm Behavior
4. Leg Activity

Eye Contact and Brow Movement
Let’s look at Eye Contact and Brow Movement closely. No pun intended of course. While in a seminar a few weeks ago, a participant asked me a question regarding a point I made. After I answered her, I asked the clarifying question, “Does that answer your question?” She answered me with a stuttering “Yes,” however, as she answered me her brows were scrunched together demonstrating negative energy. She also glanced away several times rapidly. By noticing her gestures it was obvious she did not understand me.

1) When You're Talking - He may not agree with what you said, and may be doubting or suspecting you. He may have a bad impression on you and may not wish to continue talking with you. It may also depict arrogance or defensiveness.

2) When He's Talking - He may be hiding something from you, or may even be lying. A person engages in this protective posture when he feels anxious or nervous.

3) He may be protecting himself from verbal attack to maintain his composure.

4) He might just be feeling cold.

When reading body language, it is important to take note of other body language signals in order to more accurately single out other people's feelings or thoughts.

If you think this information is helpful, you'll be blown away by the incredible body language secrets revealed in Chapter 3 of "How To Be An Expert Persuader".