In a face-to-face meeting, one way to tell whether a potential client is genuinely interested in what you are selling is to read and interpret their body language. In general, open body language encourages interaction (and a sale) and closed body language sends the signal to stay away. The important thing in reading body language is to look for a cluster of movements, as a single movement can easily be misinterpreted.

Open Body Language — Signals that encourage the sale.

• Subject faces others squarely, face to face. Plenty of eye contact.
   
• Actions such as loosening clothing such as a tie, removing a jacket, or unbuttoning a collar can signal openness. Look for the transition and the triggers that may have caused this change.
   
• In open body language the face becomes more animated and friendly.
   
• Eye contact is relaxed and prolonged.
   
• The arms are relaxed, and they may be animated and moving.

Closed Body Language  — Signals a desire for more space, a time to back off.

• Subject will tend to withdraw or “hide” their bodies by using various stances and/or physical shields—such as crossing of the arms, legs or ankles; or lowering the head or chin, covering the neck.
   
• Subject will tend to avoid eye contact. Oddly enough, overly aggressive eye contact (such as staring someone down) can also be a sign of closed body language.Closed body language lets you know a person feels somewhat threatened or is uncomfortable.
   
• If you see close body language in your client, back off a bit and give them some needed space.

Use these tips to read your customer’s buying signals through observing their body language. Unspoken forms of communication are just as important as those we voice.