The woman is interviewing for a new position within her company.
- How does she feel about the man?
- How does he feel about her?
- What can be done to change the situation?
- Joe Navarro (What Every Body Is Saying), ex-FBI agent and body language expert, says the most honest indicators of what people are thinking are found in the positions of their feet and legs. With her knees facing the man, she’s comfortable and wants to be engaged in this conversation.
- By using his right knee as a barrier to block the woman, he shows doubt and discomfort. Displaying the “figure 4” leg cross, he’s also more confrontational and ready to argue. The interview is not going well.
- The woman should find a reason for both to stand; or do something to get him to uncross his legs. The simple change of body language changes attitudes instantly.
Three men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…
- What does his posture tell you?
- What’s his attitude about the pending interview?
- What do you do?
- Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
- Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
- You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.
Posted in Body Language, Job Interview, Management, Sales, Sales Management, Selling with Your Eyes
- Tagged entrepreneur, listening, marketing, meetings, negotiating, networking, personalities, presentations, sales psychology, Small Business
Three minutes earlier the blond interrupted the conversation already in progress between the man and the woman.
- Should she remain or move on?
- The man is explaining why he made a particular decision. Is he being truthful?
- What does the brunet’s body language say?
- The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
- With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
- She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.
Posted in Body Language, Listening, Sales, Sales Management, Selling with Your Eyes
- Tagged communications, entrepreneur, management, meetings, networking, objections, presentations, sales psychology, Small Business, speaking
You’re ushered into the customer’s office for the first time. You’ve never met her before. The large, clean desk dominates the room. How are you going to conduct this sales call?
- Are you going to persuade with warmth, flair, or conviction?
- Will you appeal to feelings, procedures, or goals?
- Will your pace be fast/decisive, slow/systematic, or slow/relaxed?
The large, clean desk is an indicator that you’re dealing with a Driver personality.
- Sell her with the conviction that you believe in what you’re doing and selling. She can spot a phony a mile away.
- She’s the boss because she knows how to set goals and reach them. That’s what she’s looking for from you.
- She’s likely to make a decision on this first call. Be fast, decisive, and get to the point. She has no time for small talk.
You’re the vendor calling on the CEO of a small company. The reason for the sales call is to let the CEO know that you’re not going to cave on the negotiation point she wants.
As you’re ushered into her office, she’s standing beside her desk with both hands on her hips.
- Why is she standing this way?
- Is she intimidated, or is she trying to intimidate you?
- Will you ever see subordinates stand like this?
- Like a peacock spreading its feathers, she’s trying to appear larger and fend off any attacks.
- Could be both. If she feels she’s about to be ripped off, she’s trying to reestablish her dominance. And if she’s in a position of authority, she’ll stand this way to intimidate others.
- Rarely will subordinates confront their boss like this, unless they’re suddenly angered or suffer some sort of indignation.