How to Coach Yourself and Others How to Influence, Persuade and Motivate

 Chin stroke deep thinking or intently listening From what we have discussed, you can see that resistance can be easily detected in your prospect. Check to see if your prospect's body is leaning away from you. Observe whether she faces you at an angle. Look to see whether her arms, legs, or both are crossed. She may glance from the corner of the eye and make minimal eye contact. She may tap her finger or foot — or her feet may point away from you. Generally, if she is resisting your persuasive efforts, her posture is closed. When you persuade, avoid adopting this body language. By opening yourself up, you may prompt her to follow suit. Touch Touch is another powerful part of body language — important enough to devote a whole section to it alone. Touch can be a very effective psychological technique. Subconsciously, we like to be touched; it makes us feel appreciated and liked. It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way. In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. Touch can create a positive perception in the person being touched. Touch carries with it favorable interpretations of immediacy, affection, similarity, relaxation, and informality.[25] In one research study, librarians did one of two things when handing back library cards to university students checking out books: either they did not touch the person at all during the exchange or they made light, physical contact by placing a hand over the student's palm. Invariably, those students who were touched during the transaction rated the library service more favorably than those who were not touched at all.[26] Waiters/waitresses who touched customers on the arm when asking if everything was okay received larger tips and were evaluated more favorably than those waiters who didn't touch their customers. Attractive waitresses who touched their customers received the highest tips of all. Touch also induces customers to spend more time shopping in a particular store. In one study, physical contact on the part of salespeople induced customers to buy more and to evaluate the store more favorably.[27] In another example, touch was found to increase the number of people who volunteered to score papers, sign petitions, and return money that had 229

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