June 26, 2020

Body Language Misinterpretations

In our last few posts, we’ve impressed upon you the importance of being able to read body language as a salesperson.
Now, we want to confront another issue – misinterpretation.

Body language is not an absolute science. It’s open to misinterpretation, especially if you only pay attention to one gesture at a time.
For example, let’s say that you’re talking to somebody and they close their fists.

The common knowledge about this gesture is that it’s a sign that they’re closing off from you. While they may still engage you in conversation, those closed fists tell you that something’s off. The client isn’t feeling how you want them to, which means you change your strategy for dealing with them.
What if we told you that this common knowledge is more complicated than you think?

Yes, a pair of closed fists could mean that the person’s closing themselves off from you.
However, it could also mean that they’re cold. They’ve closed their fist to tuck their fingers inside their hands to warm them up.
Or, it could just be that the client prefers to keep their hands like that. The closed fists may not be a reaction. They may have always been like that and you didn’t notice because you only looked after you said something to them.

The point in all of this is that you cannot read body language based on assumptions. An article on the internet doesn’t tell you everything that you need to know.

Here’s a final thing to think about.
It’s not just important that you understand that these misinterpretations exist. It’s also important that you recognise that your clients may have these misinterpretations.

If that’s the case, what happens if you close your fists while talking?
You may know that it doesn’t mean you’re closed off. However, your client may read the language based on the misinterpretation.

This is just one of the many ways you can use body language to influence a client. Book your training session with Frontier Performance to learn more about Body Language