Reading Body Language

Reading Body language is a fascinating skill. People rarely recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye.

I can remember coming home from school as a child after having a tough day and seeing my mother. Instantly she would look at me, and ask, "What is a matter?" I know for a fact the majority of the time, I would answer, “Nothing.” However, her keen exploration would soon make me realize that I had a negative attitude.

In sales, it is vitally important to read body language

There are four major areas of body language you need to observe.

1. Eye Contact and Brow Movement
2. Facial Gestures
3. Torso and Arm Behavior
4. Leg Activity

Read Eye Contact and Brow Movement

Let’s look at Eye Contact and Brow Movement closely. No pun intended of course. While in a seminar a few weeks ago, a participant asked me a question. After I answered her, I asked the clarifying question, “Does that answer your question?” She answered me with a stuttering “Yes,” however; as she answered me her brows were scrunched together demonstrating negative energy. She also glanced away several times rapidly. By noticing her gestures it was obvious she did not understand me.

Let’s take a look at positive and negative indicators:

Positive Behaviors

• Direct Eye Contact – Interested, likes you
• Smiling Eyes – Is comfortable
• Relaxed Brow – Sign of Relaxation

Negative Behaviors

• Limited or No Eye Contact – Lying, uninterested, too confined, uncomfortable, distracted
• Tension in Brow – Confusion, tension, fear

There may be several reasons why someone is unable to hold eye...