Body language and typologies can give us some basic clues about someone's behavior, but we have to be careful that we don't misread someone.
There have been many books written about body language, and I have attended a few seminars on it. There's discussion of the more common signs - crossed arms (negative, blocked), finger to temple (pensive), chin stroking (thoughtful), looking away (evasive) - but these aren't pure signals. Sometimes they mean what we've been taught, sometimes they don't. I love the crossed arms signal. For me - and many others like me - it is a comfortable, receptive stance and something to do with my hands. I enjoy using this to "mess" with a salesperson who seems to be trying to read me.
The underlying belief is that we communicate our subconscious thoughts through our body language. I believe that's true in many cases, but who are we to interpret this - and then concentrate so much on reading these clues that we miss focusing on our presentation?
For me, the best way to determine what someone is thinking is to ask them and listen for tone, sincerity, and other verbal clues.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
