How many times have you walked into a store to look for help only to be met by some gum-smacking teenager with a sourpuss look on his face. It’s almost as if you’re interrupting his day by asking him to do his job. He’s unenthusiastic, sullen, and simply doesn’t care.

Are you the same way about your job? Considering the economy I can’t say that I’d blame you if you felt this way every once in a blue moon but even if you do you can’t let the way you really feel shine through. You need to dig deep and find the enthusiasm you once felt towards your job and the products you sell.

Why?

Because you’re not a very good liar. None of us are. Our disdain – our lack of belief, our lack of commitment – shows on our faces and can be heard in our voices. You might try to appear enthusiastic on a bad day but your facial expressions and overall body language will give it away. You just don’t care about what you’re doing so why should your prospects?

Take a step back and consider what you look like when you speak to others. Practice speaking to yourself in the mirror (especially when you don’t feel like it) so that you can learn how to alter your outward appearance. Practice makes perfect and if you keep practicing it won’t matter if you’re upset, tired, or even sick on the day of your next presentation – you’ll still appear as if you really, truly care.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Today we’re going to explore the last major part of the body involved in reading body language – the legs.

Reading body language based soley on the activity of the legs is difficult – often impossible. In most cases you have to consider the activity in the legs along with other signals such as the arms and torso or the face.

Start by looking at the legs alone, though. If the person you are speaking to is bouncing or fidgeting with his legs he is conveying some sort of negative emotion. Leg fidgeting usually signals that an individual is feeling some type of anxiety or sense of uncertainty.

A person who fidgets his legs and crosses his arms is sending a very distinct message. He has closed himself off from you. He’s uncomfortable, uninterested, or angry.

If you notice a person fidgeting or closing himself of you’ll need to take a moment to figure out what went wrong. Does your prospect or client have an unanswered question? Did something about your presentation make him uncomfortable?

Take the time to STOP and ask them what they think. Most people are more likely to tell you how they feel after being asked than they are to stop and tell you on their own.

Being able to effectively observe a person’s body language isn’t something you’re going to be able to do overnight. It’ll take practice but, in the end, the results will be well worth the studying effort. Keep working at it and you’ll be suprised at how much you can read into people as you make your future presentations.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Let’s dive right in today as we continue our exploration of body language. The third thing we need to consider as we learn about body language is the way people hold their arms and torso. In short, a person will either offer you a closed posture or an open posture. Closed postures tend to be negative while open postures tend to be positive.

So what are some of the closed postures you might see?

• Crossed arms are very common but don’t misinterpret them. A person with crossed arms may be protecting himself but in some cases may just be cold.
• Hunched shoulders usually indicate that a person feels inferior but in some cases may convey a sense of disinterest.
• You may see people who exhibit very rigid body postures. In most cases these people are either very anxious or uptight. But why?
• Finger tapping or fidgeting hands usually indicate that a person is anxious, agitated, or bored. In some cases it means that the person has something to say. Have you been running at the mouth too long?

While negative postures may be discouraging, don’t lose heart. Take them as signs that there may be an issue that needs to be addressed. Hopefully, after doing so, you’ll begin to see some of the more positive open postures:

• People who remain very still are usually interested in what you have to say.
• Individuals who lace their fingers and place their hands behind their head are very open to your ideas.
• Those who lean forward are usually interested in hearing your words.
• Individuals who mirror your own actions are conveying that they like you and what to hear what you have to share.

The arms and torso reveal a lot about what a person is thinking. Combine this information with what you’ve learned about the eyes and face and you’ll be well on your way to successfully reading body language and using those readings to enhance your presentations.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Today we’re going to continue our exploration of body language and take a few minutes to learn about the facial gestures people make. As a speaker you’ll find that you often look around when you speak but it is important to become conscious of this habit and make eye contact with the person you are speaking to. This will both help them to understand that you are speaking to them directly and will give you the opportunity to study the face for reactions to the words you are saying.

The eyes may be the window to the soul, but there is certainly more to the face than the eyes. The second most important part of the face is the mouth. Watch the mouth of the person you are speaking with and look for the following:

• Smiles or upward curves in the corner of the mouth usually indicate a positive reception.
• Frowns or downward curves usually have a negative connotation.
• Relaxed lips are usually a positive sign and reflect happiness.
• Tightly pursed lips tend to reflect a sense of confusion, negativity, or discomfort.

Combine what you know about the lips with what you already know about the eyes and it’ll be even easier to confirm the emotions your prospect is conveying. The trick now is figuring out what to do once you’ve identified a negative emotion. How will you handle the perceived objection?

Sean

Sales Expert - Marketing Consultant – Motivational Speaker