I can usually spot a liar. Am I psychic or did I check my crystal ball before a meeting? Of course not. My secret—I read feet.
I understand what American essayist and poet Ralph Waldo Emerson knew, that “Your body speaks so loud that I cannot hear what you are saying.”
Often times we hear words of encouragement from a prospect and think that it’s time to close the sale.
We hear phrases such as—
“Great demo, Chris.”
“Wow, that price seems reasonable.”
“You’ve made some very interesting points.”
What you don’t watch is that their body is screaming, “No, No, No. I am not interested in buying now. Maybe never.”
How do you become a master of accurately reading and interpreting body language?
I believe that the feet are the most honest part of our bodies. The face is the last body part that I examine. By the age of 3-4, most of us mastered the art of fibbing to our parents about our involvement in the “Great Missing Cookie Caper.” Children learn early and quickly how to avoid punishment by controlling or masking their facial expressions. Their feet are not as smart.
Baseline Study
Before beginning any body language assessment, observe the prospect during casual conversation. You will see what relaxed, comfortable body language is for the target individual. As you begin your presentation and get down to business, you want to detect changes in the other person’s relaxed gestures.
Happy Feet
When good stuff happens, most people must let the excitement out…someway. Joy may escape through the feet. Heel tapping, toe wiggles and bouncing on the balls of the feet may be the result. If they are walking into a meeting, they may have a carefree spring in their step as if all is good with the world.
Impatient or Protective
If they’re sitting with legs crossed, one foot may wiggle up and down in a rhythmic fashion demonstrating that life is good. However, if the foot action is jerky and thrusting, you can assume that they are not pleased with what is happening.
In addition, if, when sitting or standing, they wrap one leg tightly around the other, they are resistant and defensive. Think of a flamingo stance. If, when sitting, they cross their ankles and pull them under their chair for long periods, they are defensive, insecure and anxious, especially if they are male. Women may sit in the ankles crossed position for a longer period due to their Momma’s admonition to “sit like a lady.”
Runners on your Mark
If you are presenting to a group watch for those whose feet point towards the exit instead of towards you. Their feet want to run and their brain is trying to catch up. Escape is their goal. And of course you could have spotted that if you were reading their silent signals.
Learn to read feet first before you receive the boot out the door.