The Definitive Book of Body LanguageOur video replays of salespeople interviewing potential buyers
revealed that, whenever the Seated Readiness gesture followed
a Chin-Stroke (decision-making), the client said 'yes' to the
proposal more than half the time. In contrast, if during the
close of the sale the client took the Arms-Crossed position
immediately after the Chin-Stroke, the sale was usually not
made. The Seated Readiness gesture can also be taken by the
angry person who is ready for something else - to throw you
out. The preceding gesture clusters indicate the person's real
intentions.
The Starter's Position
Readiness gestures that signal a desire to conclude a meeting
include leaning forward with both hands on both knees, or
leaning forward with both hands gripping the chair as if they
were at the start of a race. If either of these occur during a
conversation it would be wise for you to take the lead and
resell, change direction or terminate the conversation.
On your marks, get set: in the starting blocks -
readiness to end an encounter or a conversation