What Your Clients Are Thinking But Not Saying

Interpreting Body Language

Did you ever wish you could read minds? How about when you’re sitting in a crucial meeting with that potential client who isn’t sharing much information? Or how about when you’re interacting with that contact that could refer countless potential clients your way? Understanding body language would not only help you to understand what individuals might be thinking or feeling, but it could also help you better navigate the conversation in your favor.

It’s important to remember that body language makes up over 90% of communication. That’s why face-to-face interactions can be so important; they enable you to get a better understanding of how your message is being received. Gestures and facial expressions are always up for interpretation so you should never rely solely on the translation of body language. But, when coupled with an individual’s verbal cues, it can give you the edge in those personal interactions. Consider the following the next time you want to understand someone’s body language:

Consistency

It’s important to realize that the body doesn’t lie. While an individual may be trying to deceive you, their body will usually contradict their language. For example, they may tell you they completely agree while shaking their head. Or perhaps, they say your idea is fabulous, yet they frown and sit with their arms folded resolutely across their chests. When an individual’s body language mirrors their words you can usually rest-assured they’re being honest.

Eye Contact

When individuals maintain eye contract that usually means they are confident and honest. Struggling to maintain eye-contact can mean a number of things: it could demonstrate insecurity or shyness. Perhaps it means the individual feels uncomfortable with what’s being said. And in the case with which you should be most concerned, reserving eye contact could indicate dishonesty.

Hand-to-Face Gestures

This generally indicates that the person with whom you are conversing has reservations. Holding a chin or scratching the face is indicative of uncertainty. When you recognize this gesture you may want to pinpoint their concerns before moving forward.

Covering the Mouth

There are some individuals who cover their mouths while they talk because they’re self-conscious about their teeth. But in many cases, covering the mouth while talking, or at least having the hand close to the mouth, can indicate dishonesty.

The Crossing of Arms

Many feel most comfortable sitting with their arms crossed. But depending on the conversation, it can also indicate disagreement or resistance to an idea. When a person moves from a defensive positions-leaning back with their arms crossed-to something more accepting-leaning forward while nodding their head-you can feel confident that they like what you’re saying and have come to accept it.

Mirroring

When individuals feel comfortable with a conversation and believe they are on the same wave-length they begin to mirror one another’s body language. That’s why you’ll often see two people leaning together intensively or reclining backwards in a mirrored pose. This generally means they understand and agree with one another. You can often help someone along by mirroring their body language. But be careful, this must be subtle; you could severely damage a relationship by appearing to mimic the other’s actions.

Stance

It’s also important to recognize what your body language is communicating. When you stand tall and erect you communicate confidence and ease. When you stand with slouched shoulders while looking down, you communicate a sense of defeat and loss. When meeting with potential clients and business associates you want to do everything possible to communicate your confidence and capability.

While this brief guide won’t enable you to read anyone’s mind, it could help you better understand what someone might be thinking or feeling, helping you move forward with questions and statements that better address their thoughts.

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