persuasion If she keeps looking around, you can bet she is most likely thinking: "Get me out of here." Obviously, nodding her head would express agreement and interest. Legs If your prospect is pointing his feet in your direction, he is most likely facing you and is therefore likely to be very interested in your offer. If his legs or feet are pointed away from you, however, he may just be enduring your pitch and may be feeling ready to leave as soon as he has the opportunity. If his legs are crossed when he stands, he may still be feeling some awkwardness about the deal. On the other hand, if his legs are crossed when he is seated, he may be feeling some resistance to you or your offer. If he keeps tapping his foot, he's either wishing you would shut up and let him talk or he's feeling bored. Other Types of Nonverbal Communication As mentioned above, putting your hands or fingers to your nose or mouth can send a message that you are lying. As a general rule, keep your hands away from your face and head when engaging in the persuasion process. Itere are a few more nonverbal indicators: Leaning closer = interest and comfort Learning away = discomfort with the facts or with the person Nodding = interest, agreement, and understanding Relaxed posture = openness to communicate Hand to cheek = evaluating or considering 8 Sitting with hands clasped behind head = arrogance or superiority Tapping or drumming fingers = impatience or annoyance Steepling fingers = closing off or creating barrier Fidgeting = boredom, nervousness, or impatience i Clutching objects tightly = anxiety or nervous anticipation Chin stroke = deep thinking or intently listening From what we have discussed, you can see that resistance can be easily detected in your prospect. Check to see if your prospect's body is leaning away from you. Observe whether she faces you at an angle. Look to see whether her arms, legs, or both are crossed. She may glance from the corner of the eye and make minimal eye contact. She may tap her finger or foot-or her feet may point away from you. Generally, if she is resisting your persuasive efforts, her posture is closed. When you persuade, avoid adopting this body language. By opening yourself up, you may prompt her to follow suit. Touch Touch is another powerful part of body language-important enough to devote a whole section to it alone. Touch can be a very effective psychological technique. Subconsciously, we like to be touched; it makes us feel appreciated and liked. It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way. In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. Touch can create a positive perception in the person being touched. Touch carries with it favorable interpretations of immediacy, affection, similarity, relaxation, and informality. persuasion