Body Language in closing and selling
Here are som tips when selling and closing a client and what their body language may state:
Folded Arms (defensive action) – This is a negative sign, Don’t go for the close.
Rubbing Nose (don’t believe you) – Don’t go for the close.
Tapping or Drumming fingers (Sign of impatience) – You’ve probably talked too much – Go for the close
Steepling fingers (Authoritative gesture, customer thinks they are smarter than you) – Don’t go for the close.
Rubbing back of neck (Negative sign) – The customer is not agreeing with what you are saying. Don’t go for the close.
Patting Hair/Fondling Hair (positive sign) – Go for the close
Dilated Pupils (positive sign) – Go for the close
Contracted Pupils (negative sign) – Don’t go for the close.