How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 228

even disinterest. Be sure your handshakes are always firm and appropriately energetic. Head If you notice your prospect tilting her head toward you, it is very likely that she is interested in the deal. If her head is tilted away, however, she may not be totally sold, and, in fact, she may feel some distrust or dissatisfaction toward you or the offer. If she rests her head on her hand, she is bored or not really interested. If she keeps looking around, you can bet she is most likely thinking: "Get me out of here." Obviously, nodding her head would express agreement and interest. Legs If your prospect is pointing his feet in your direction, he is most likely facing you and is therefore likely to be very interested in your offer. If his legs or feet are pointed away from you, however, he may just be enduring your pitch and may be feeling ready to leave as soon as he has the opportunity. If his legs are crossed when he stands, he may still be feeling some awkwardness about the deal. On the other hand, if his legs are crossed when he is seated, he may be feeling some resistance to you or your offer. If he keeps tapping his foot, he's either wishing you would shut up and let him talk or he's feeling bored. Other Types of Non verbal Communication As mentioned above, putting your hands or fingers to your nose or mouth can send a message that you are lying. As a general rule, keep your hands away from your face and head when engaging in the persuasion process. Here are a few more non verbal indicators:           Leaning closer interest and comfort Learning away discomfort with the facts or with the person Nodding interest, agreement, and understanding Relaxed posture openness to communicate Hand to cheek evaluating or considering Sitting with hands clasped behind head arrogance or superiority Tapping or drumming fingers impatience or annoyance Steepling fingers closing off or creating barrier Fidgeting boredom, nervousness, or impatience Clutching objects tightly anxiety or nervous anticipation 228