Body language is an important part of every communication which, according to at least one study, accounts for around 55% of what we are communicating. (The other constituents from the same study are the 'Way We Speak' - 38% and the 'Words We Use' - 7%) so if you wish to communicate well, then it makes sense to understand how you can (and can't) use your body to say what you mean. You can also observe the effect on the people with whom we are communicating: With careful observation, emotions may be detected from non-verbal signs. Remember that these are only indicators and not absolute certainties. Contextual clues may also be used, in particular what is being said to the person or what else is happening around then. When a person is bored, their whole body is telling you. So if you are trying to sell to them, or persuade them to your way of thinking, don't bother (unless you are trying to bore them into submission). A bored person looks anywhere but at the person who is talking to them. They find other things to do, from doodling on nearby paper to talking with others or staring at the ceiling. They are also likely to keep checking their watch or a wall clock. If the person is not interested in their surroundings or what is going on, then they may become bored. The disinterest may also be feigned if they do not want you to see that they are interested. You need to watch for 'leaking' signs of readiness in these cases. When your prospect is ready to consider your pitch, the body language may well be relaxed and open. The person seems to be unconcerned by the surroundings or even completely unaware of distractions. However there is also a distinct level of concentration, perhaps with pursed lips and an intense gaze. The chin may be resting in one or both palms. A person who is evaluating may be starting to make an important decision. If they are considering buying from you, they may be close to the point of closure. Don't force the pace at this stage allow them to reach their own point of readiness. Their body language will let you know when it arrives as they sit up and look more directly at you. Read more at Speaking Body Language |
