T
he big question is: How do I know when to change, and which mask to use?
The answer lies in self awareness as well as the ability to read others’ body
language and verbal cues. Let’s assume you’re working on closing a deal with
a client. There are a number of possible happenings that should trigger your
self-awareness to make a shift in your own body language and verbals:
When you gain ample self-awareness, learn to baseline others, and learn to maintain
the type of verbal and non-verbal communication that will deliver the “Yes!” you’re
hoping for, you will be well-equipped for reaching all your goals. In other words, use body
language fluency in your everday life, put on the appropriate mask and incorporate a
seamless shift that will automatically put your prospect into a Yes mode – no matter the
setting or the people with whom you’re interacting.
Body Language: The prospect’s arms
are crossed, lips are pursed, the feet
are pointed away from you, body is
turned away or leaning away from you,
legs are crossed, and the blink rate is
faster than normal or increasing as time
passes.
Verbals: Answers are curt and hold
connotations similar or identical to the
word “No.”
Conversely, if the person you’re speaking
with, in any situation, is displaying these
types of behaviors, I would suggest that
you keep on keepin’ on:
Written by: Tonya Reiman
60
ELUCID MAGAZINE SUMMER 2013
Body Language: The torso is
unobstructed by the limbs, the mouth is
relaxed, eye contact is steady (but not
glaring), and the legs are uncrossed or
crossed loosely.
Verbals: Answers to questions are
positive, with a “Yes” connotation.