In another article at salesdoctors.com, Art Siegel also notes that uncrossed arms and open hands signify openness. In his article, "Harnessing The Power of Body Language, Part 1," he writes "you have probably heard many times that people remember more of what they see than what they hear. Long after a meeting, we are likely to have forgotten the exact words someone used, but we may retain a vivid image of the same person's facial expression."
He also writes: "Through life experience we have learned, perhaps unconsciously, that people often lie with words. (We're talking here about the little white lies and omissions that are part of many conversations.) But facial expressions and other body language tend to be more honest. When a person's words and body language are consistent, we believe that person. When their words and body language say different things, we tend to believe the body language and doubt the words."
In this article, he outlines the vocabulary of both positive and negative body language. Most of it is intuitive, but he cautions that combinations of gestures and movements are more telling than an individual gesture. If I crossed my arms during the whole meeting or sales pitch it would more than likely signal that I was comfortable that way. However, if I started off the meeting by leaning forward with strong eye contact and then began to lean back and crossed my arms, that might indicate that I was demonstrating resistance.
If you are on the other end as the sales person or presenting an idea to someone, it is important to watch the body language of your client or customer. In his second part of "Harnessing the power of body language", he suggests matching that body language to put your audience at ease. He also believes that you can use body language to influence the way a customer feels. He believes positive body language is contagious.
In an article by Anitra Brown for office.com, called "Body Language Speaks Volumes," she quotes Don Rosenthal, president of a nonverbal communication training firm who counsels that leaning forward toward a client is a powerful way to demonstrate confidence in what you are saying. Any side-to-side movement is verboten. He says "that's the worst thing you can do. It indicates you're unsure of yourself."
Another article to check out at salesdoctors.com is "The Vocabulary of Sales Body Language" by Tim Connor. He states that boredom or indifference is indicated by head in hand, drooping eyelids, relaxed posture or slouching, tapping foot or fingers, swinging feet, little eye contact, doodling or slack lips.
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