Understanding Body Language

(Part 4)

Brief Body Language Alphabet

Body Language of the Head

Eyes

Direct eye contact occurring 60% of the time indicates that the prospect is very interested in what you have to say.

Eye contact occurring 80% of the time tells that the prospect is interested in you sexually.

100% eye contact indicates aggression. Be forewarned of resistance.

Frequent avoidance of eye contact reveals that a prospect may be hiding something. It may also reveal subordination and lack of confidence.

Dilated pupils indicate great interest, either in what you said or in you.


Lock eye contact with a woman's gaze. If she drops it instantly and gazes downward to the left or to the right, it indicates that she is interested in you. If, on the other hand, she merely glances to the left or the right (without first dropping her eyes) in order to avoid your gaze, she simply finds you uninteresting.

Rapid blinking is a warning sign. If it forewarns that your prospect may provide resistance to what you have just said.

The Head

When your prospect's head is tilted towards you, it indicates his interest.

When his head is tilted away at an angle, such that he glances from the corner of his eye, he sends signals of suspicion, mistrust and disbelief. Be forewarned; he doesn't find your idea appealing.

The head, supported on the hand indicates boredom.

Nodding indicates interest and agreement. It is a good sign.

Someone who keeps looking around says "let me go."

Body Language of the Hands

The hand holds telling stories...

When a prospect's hands are open and palms up, he conveys truthfulness and openness.

When a prospect speaks with his hands tucked in the pocket he betrays that something might be hidden. Hidden palms indicate something held back.

Clenched hands indicate tension, discomfort or anger.

The hand, when placed to cover the mouth or the nose or to tug at the ear, reports that a lie may be concealed.

A limp handshake palm up betrays submission. A firm handshake palm down conveys strength and confidence.

A hand gripping the other hand, wrist or elbow attests a desire to quell rising anxiety. Change your tact or risk killing the conversation!

A hand behind the head betrays a need to fend anxiety, danger or discomfort.

Steeped hands bear power and proclaims confidence and business. The hand stroking the chin indicates ongoing evaluation of something just said.

The hands flat on the table indicate readiness to agree.

The hands clenched behind the back project a desire to show control and power.

The foot, when tapping, says "Let me speak" or "I am bored."

Hands on the hips show a defiant, commanding demeanor.

Body Language of the Arms

The arms can communicate aggression. When crossed across the chest, it signifies resistance to the conversation or to the speaker.

Body Language of the Torso

When the prospect leans towards you he sends signals of interest. By leaning away, he announces disinterest or resistance.

A prospect sucking in his belly betrays signals of sexual interest.

Body Language of the Legs

When a prospect 's feet points at you it indicates that he is interested in what you are saying. When the feet are pointed away, he may want to extricate your presence.

A prospect's crossed legs, when standing, betray a feeling of isolation.

While sitting, a prospect's crossed legs report that your idea may not be accepted easily.

A prospect signals that she may like you when she sits with her legs tucked under her haunches.

An insistent tapping foot says "Let me speak" or "I am bored", "What's next"

Tone of Voice and Voice Patterns

Sentences that are slowly paced, even, and terminated with downward inflected tones convey the image of control and power. Authoritative people audibly and punctuate sentences with a period. To convey even more power, they speak at a pace much slower than normal.

In contrast, a tone that increases in speed and rises in pitch indicates escalating nervousness and perhaps that something is hidden. Avoid this at all costs. It betrays a weak position and that someone is lying.