Today, we’ll continue with some more body language signals.
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 more 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.
- Tap their fingers or heels.
- Jiggle the contents of their pockets.
- 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.