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How to Use Body Language to Increase Sales, Part 2


Today, we’ll continue with some more body language signals.

How to Use Body Language to Increase Sales, Part 2

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.
  • 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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Posted by Mark Jewell