Reading Body Language
One way to tell whether a potential client is genuinely interested in what you are selling is to read and interpret their body language. An open body language encourages interaction, while 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 involves facing others squarely, face to face.
- 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.
On the other hand, recognizing closed body language can help you know when to back off a bit and give your client some needed space. Closed body language lets you know a person feels somewhat threatened or uncomfortable.
- They withdraw or hide their bodies by using various stances and physical shields for protection such as crossing of the arms, legs or ankles; or lowering the head or chin, covering the neck.
- An avoidance of eye contact is another negative signal, as is overly aggressive eye contact, such as staring someone down.
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.