Body Language Sales Secrets

5

READING AND MANAGING RESPONSES

Each of the Big Four—illustrators, regulators, adaptors, and barriers—can signal the four key responses during a sales encounter: acceptance, rejection, indecision, and deferral. And when you consider the energy and focus behind the actions, you can also get a good reading on the mood and mental state of the individual. You will see signs of emotions that are more subtle that the eight described in conjunction with the discussion of universal facial expressions. On the negative side, these might include disapproval, suspicion, confusion, distraction, embarrassment, and condescension. On the positive side, they might include delight, comfort, hope, safety, certainty, and desire.

Some gestures stand alone as indicators ...