许辉明-警惕你的潜意识身体语言..pptVIP

Be Alert To Your Prospect’s Body Language By KOH HUI MENG A favorable reaction :讨人喜欢的反应 Frequent eye contact.经常的眼神接触 Frequent head nods.经常的点头 Smiles and grins.微笑和露齿笑 A slight tilt of the head to one side.头部微微的偏向一侧 Hands and arms are open.手掌和手臂打开 A favorable reaction :讨人喜欢的反应 Strokes chin.摸下巴？？ Accepts literature and handles with interest.有文学修养，对多种兴趣都能知道一些 Legs are uncrossed.不要跷二郎腿 Leans forward to speak.探身向前讲话 Leans back to listen.身体后倾聆听 When you get those signals you are probably doing well and can expect a favorable response to your close. However, don’t depend entirely on those signs. Ask test questions and get verbal agreement step by step. Make sure that those signals are not merely attempts to be cordial or polite to you. And not necessarily acceptance of your proposal. A negative reaction:惹人讨厌的反应 Blank expression.空白无力的表达。 Little eye contact.很少的眼神交流。 No head nods.不点头。 No smile.不微笑。 Looks down at his desk.低头看桌子。 A negative reaction:惹人讨厌的反应 Fiddles with an object on desk.无意识地拨弄桌子上的小东西。 Arms crossed.双臂交叉胸前。 Seems reluctant to accept or scan your sales literature.好像勉强接受客户的话，或者客户讲话时浏览营销资料。 Crossed legs.跷二郎腿。 Taps foot.抖脚。 Swivels in his chair.坐在椅子上转。 If you accept these buyer’s signals indicating a negative, impatient attitude, you are almost certain to get an objection or pull-off. As soon as body language begins to appear, do something about it! Take corrective action at once or you will be wasting your time in continuing the interview.