Body Language Clues, Part Two

Today, we’ll continue with some more body language clues:

If your prospect feels confident in what they are saying or thinking, they may:

– Clasp their hands behind their back.

– Clasp their hands in front of their body.

– Touch their fingertips together.

– Sit in a dominant position. Taking up a lot of space while sitting with hands clasped behind the head or ankle crossed on opposite knee signals confidence.

Action: Avoid debate – the prospect likely knows a lot about the topic, and you don’t want to ruffle their feathers.

If your prospect feels defensive, they may:

– Fold their arms.

– Cross their legs.

– Note: Be intelligent as you evaluate these positions to make sure that you’re actually seeing a shift in body language that correlates with the topic of discussion. In some cases, people may fold their arms or cross their legs simply to get comfortable.

Action: Try to be more flexible.

If your prospect is doubtful, they may:

– Hide or cover up their mouth.

Action: Reassure the prospect.

If your prospect is anxious, they may:

– Bite their fingernails.

– Fidget.

– Tap their fingers or heels.

– Jiggle the contents of their pockets.

– Whistle.

– Note: Any one of these actions alone may not be a definitive sign of anxiety. Look for three or more of these symptoms before jumping to conclusions.

Action: Probe for the source of the anxiety and alleviate accordingly.

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