How the Legs Reveal What the Mind Wants to DoThe salesperson then discussed what he believed the manager's
role should be, relative to salespeople. Almost as if they were
players in an orchestra who had been given a command by the
orchestra leader, most of the male managers shifted to the
Figure Four position. They were now mentally debating the
salesperson's point of view and many later confirmed that this
had been the case. We noticed that some managers had not
changed their posture. Even though most had also disagreed
with the speaker's views, some were unable to take the Figure
Four because of physical or medical conditions such as being
overweight, having leg problems or arthritis.
If you're trying to persuade someone who sits in any of these
positions you should attempt to get them to uncross before
continuing. If you have something to show, invite them to sit
beside you or give them things to do or to hold so that they lean
forward to write notes or hold brochures and samples. Offer-
ing tea or coffee also works well as it makes it hard for a person
to cross their arms and legs without burning themself.
Figure Four Leg Clamp
Not only does this person have a competitive attitude, they lock
the Figure Four into a permanent position using one or both
hands as a clamp. This is a sign of the tough-minded, stubborn
individual who rejects any opinion other than their own.
The Leg Clamp - locking a
competitive attitude into place