BODY LANGUAGE IN THE WORKPLACE

THE MAGIC BEHIND THE SALE

about it, explain it. When the customer asks 'How does this work?'

or 'Where does this come from?' or better yet, 'What I need this

for is • • •' then you're home free!

"I'll tell you some more unspoken or body language signals.

When customers' eyes are half-shut, they're doing some big thinking

about buying. Don't talk too much. They probably aren't listening.

But when they purse their lips, they're very close to buying. Then

you zero in on the things that interest them and repeat them.

Produce your contract. Talk about quantity discounts. That's your

big moment. Grab it!"

Here are some other important nonverbal signs:

• The customer keeps handling the contract.


• He scratches his head thoughtfully.


• She toys with a pen.


• He rubs his chin thoughtfully.


• She leans back in her chair, thinking.


• He calls a friend for advice.


• She bites her lip or furrows her brow.

In all these signals, the subtext is the same: "I'm thinking
seriously of making a deal."