More Than Words

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You’re sitting across from a prospect who’s leaning back, his arms folded across his chest. “Oh, no,” you think. “His arms are folded. He’s leaning back. I’ve lost the sale for sure!” Suddenly, your enthusiasm fades and you become insecure about your next move.

At this point, you really have lost the sale. What you don’t know is that the prospect is simply getting comfortable in a brand-new chair and thinking that the air conditioning is too high.

Many people believe that body language reveals other people’s inner thoughts. Problem is, it’s too easy to misinterpret the signs. I believe people mirror the body language you present to them. If you’re enthusiastic, the prospect will be enthusiastic. If you’re uncomfortable in a meeting, the prospect will be, too.

Barry Farber consults with a variety of industries to help them grow and
expand their business.
He is the best-selling author of 11 books on sales, management and customer
service. His latest release “Diamond in the Rough” CD program is based on
his best selling book, radio and television show.
Visit him at: or email him at: