As you're making your sales pitch, keep an eye on your prospect's body language and alter your presentation accordingly.
- If he leans forward or nods repeatedly, he's interested. You might want to elaborate on that point to enhance this interest.
- If he leans back and crosses his arms, he's skeptical. List any evidence you have that supports your point (statistics, specific examples, etc.).
- If he starts tapping his fingers, he's bored or impatient. Pick up the pace.
- If he stares directly into your eyes for long periods (30+ seconds), he's challenging you. Ask a question to identify the source of his hostility (“What do you think of that?” is fine).
- If he avoids eye contact, he's thinking about something else. Again, ask a question to bring his attention back to you.
- If he strokes his chin, he's in the process of making a decision. Don't interrupt – let him think it through.
