Your body is saying things about you. Most of the time we don’t remember that we are sending silent signals but those little unconscious gestures you make all day long tell others a story. If you pay attention you can also pick up a lot of information about your customers without them saying a word about what they are thinking or feeling.

Just for fun try this; don’t think about it just cross your arms. Most Americans cross their arms with the left arm on top. Where is yours? Now cross your arms with the other one on top. Doesn’t feel right does it? This shows that controlling your body language isn’t easy in fact some gestures are so ingrained in us that it is almost impossible to change them. This is why paying attention to what someone isn’t telling you can be a valuable customer tool to have in your pocket.

While you are practicing this skill keep in mind that gestures can mean different things among different cultures. For instance in certain cultures the ‘thumbs up sign’ and the ‘American ok sign’ with your fingers are considered offensive. In some countries it is considered a sign of respect to not make eye contact unlike in Western civilization where the norm is ‘look at me when I’m talking to you!’

Here are some fun body language facts.

Mirroring your customer’s body language and position creates trust and quickly builds rapport.

NEVER try to close a deal if the client’s arms and legs are crossed.

Extraverts tend to use their hands more when they talk. (That does fine but at work try to keep your hand movement within your body frame.)

Sitting hunched over especially with your hands in your lap makes you look submissive and insecure. If you want to appear confidant take up more space. Cross your leg in a 4-shape (like a guy does) and sit up straight. You can even hook your shoulder over the edge of the chair to exude self-assurance.

Sitting directly across from someone in a business situation is confrontational.Sitting at a 45 degree angle from someone is much friendlier. Just be careful not to sit too close and invade their personal space.

If somebody takes a step back from you you’re standing too close. If they are facing you during conversation but their feet are pointed away it means they want to get away.If they place items in between you and them (such as a purse, bag or box) they are uncomfortable and are unconsciously building a physical barrier to separate them from you.

To get your way more often, gesture often with your palms facing up. This vulnerable position asks a silent PLEASE?

Now uncross your arms and get back to work!