Leaning in is a sign that your prospect likes you and is interested in what you’re saying. The more your prospect leans towards you, the more they like you and are agreeing with what you’re saying. In contrast, leaning away is a sign they are disengaged.

Suggested Action: If your prospect is leaning towards you during certain conversation topics, make note of these areas of interest. Consider digging deeper in those areas by asking questions. Also, bring up these conversation topics again in any future interactions. Show that you were listening and you know what matters to them.

A person smiles with their eyes, not their mouth. Never take another smile at face value. Just because your prospect is smiling, doesn’t mean they are enjoying the conversation. Quite often, a smile is a cover up. When someone is truly smiling, they often develop a crinkle around their eyes – commonly referred to as crow’s feet.

Suggested Action:: Next time your prospect is smiling, check their eyes. If they aren’t smiling with their eyes, you have some work to do. Consider using a verbal check-in such as, “How do you feel about what we’ve covered thus far? Are we on the same page?”

Crossed arms, legs, and ankles are typically a sign that your prospect is closed. When your prospect’s arms or legs are crossed, it’s a signal that they are being defensive – a lack of receptivity. When your prospect takes this position, you have some work ahead of you.

Suggested Action:: Open your prospect up by asking questions and re-defining their needs and goals. You can also hand your prospect something to review (documents, etc.) so they naturally have to uncross their arms. This will force them to start to open up. Lastly, consider the need to develop more rapport. You may have jumped into a business conversation too quickly.

A furrowed brow is typically a sign that your prospect is concerned or confused. Something you said isn’t connecting with your prospect.

Suggested Action:: When you notice this, immediately stop and ask a clarifying question. You might say, “What’s going through your mind right now?” or “What are your thoughts on this?”

If your prospect looks at their watch or begins organizing their papers – they’re ready to go. This one seems obvious but can easily be overlooked. If your prospect is giving you this type of cue, the meeting is over. Holding them hostage in conversation with you is a futile effort.

Suggested Action: Verbally acknowledge that they “probably need to get going” and suggest a follow-up at a later date.

Fidgeting is typically a sign of impatience. If you notice your prospect tapping their foot or twirling their hair, they are ready to move on. They’ve grown impatient and you need to switch it up.

Suggested Action: Ask yourself if you’re talking too much. If so, be more concise or stop and ask your prospect questions to get them engaged. Consider changing the topic of conversation.