Investor’s Business Daily
Business leaders know how to read people — and be read positively.
Gain an edge by paying attention to these subtle cues:
Hand signals. The old thinking was that touching your hand to your mouth meant you were lying. Not necessarily so, says Joe Navarro, an ex-FBI agent and author of “What Every BODY Is Saying.”
“Touching of the mouth — that’s a pacifier,” he told IBD. “We use pacifiers to sort of calm us down for a variety of reasons.”
The gesture can signal discomfort, not dishonesty.
“It can mean, ‘I really don’t like you going that route with your questions,'” Navarro said.
Jugular gestures. If you’re selling a product to a couple and the husband is sitting forward showing obvious interest, but the wife is sitting back with her hand on her neck, turn your attention to the wife’s concerns.
“She’s not comfortable with what you’re talking about,” Navarro said. The hand to the neck is a primal response showing “protection of the most vulnerable area of your body.”
The limb look. Cross your arms, and others will perceive you as being guarded or disinterested.
Kevin Hogan, author of “The Secret Language of Business,” advises that to clearly communicate confidence and ease, use a more open posture.
Eye power. If you want to show an interest or a liking of someone, “split your eye contact between the other person and looking down,” Hogan told IBD.
Don’t look to the side or around the room. By returning your gaze to the eyes after looking down, you send a powerful “I’m interested” message.
Danger points. Don’t aim your finger at anyone, unless you have a big grin on your face.
“Pointing is a high-risk behavior,” Hogan said, because it comes off as accusatory.
Fragrance fouls. Wearing perfume or cologne — even the good stuff — is a bad idea at work because of the mixed reviews you’ll receive. Half will like your scent; the other half will think you reek. “Smell is so polarizing,” Hogan said.
Involuntary reactions. Ever wonder why poker players wear sunglasses in dimly lit casinos? Marty Seldman, one of the authors of “Customer Tells,” says top players shield their eyes because the pupils dilate when a person is delighted or surprised — and it’s the only bodily reaction that can’t be controlled.
Individuality matters. Because other nonverbal cues are not ironclad, the best poker players watch their opponents for changes in demeanor. The same applies away from the poker table.
“Try to get a sense after a few minutes of what’s normal for the person,” Seldman said. A shift from the norm signals an important reaction. A prospect who talks with her hands, but suddenly becomes still, may be losing interest.
The last word. Don’t ignore that little joke or sarcastic remark muttered at the end of a conversation. According to Seldman, psychiatrist Sigmund Freud showed that when people are torn between a desire to say something and fear of the reaction, “the way they resolve it is to make a joke,” Seldman said. Give that throwaway comment extra weight.
This article was adapted from an article that originally appeared on the Investors Business Daily web site June 8, 2008.
How Can You Always Tell When Someone is Lying to YOU?
BODY LANGUAGE: Decoding, Interpreting & Mastering Non-Verbal Communication
with body language expert Kevin Hogan
The Advanced Home Study Course in Analyzing Nonverbal Communication!
When you discover the secrets of body language, you can be the one who:
- Never gets lied to
- Knows when they are attracted to you
- Knows when they are uncomfortable
- Is in control 100% of the time!
The exact same nonverbal communication that gets people to buy from you are the same ones that get them to buy you. Whether you want to master body language to make the sale or get the girl (or guy) this program reveals all the secret codes hidden for so long! Absolutely no one has all of this information. Period. My proprietary research (which you are going to receive!) brings you to the cutting edge of having people fall in love with you in literally a matter of seconds.
You are going to discover what really gets the sale, the promotion, and what seals or kills the deal.
Between 60% and 75% of all of your communication is nonverbal. Are you attracting or repelling people around you? Are you making every sale you could be? How are people reading you?
In the first four seconds people will make judgments about you:
- I will or will not buy from this person.
- I will or will not like this person.
- I find this person kind, or not.
- I find this person intelligent or not.
And now for the most amazing part of the course: 6 CDs and Video are INTERACTIVE with our secret website filled with photographs to analyze!
You move through a catalog of photographs and nuance by nuance analyze the small lines, wrinkles, facial expressions, hand and body placement. All these details are explained to you by body language expert, Kevin Hogan.
The first two introductory CDs are geared toward helping you make an incredible impression in those first four seconds. This advanced portion of the home study course is all about the other person! Now you can discover whether they are lying or not. You can find out the cues of annoyance, covering hidden feelings, and whether they like you or not.
You are going to learn to read people in virtually an instant. Kevin will introduce you to what he does when The New York Post, First for Women, Cosmopolitan, Playboy, The Star, Maxim, Success, Selling Power and the rest of the media call!
Over the past two years we’ve collected over 100 pictures of celebrities that he has analyzed for the media. Jennifer Lopez, Ben Affleck, Bill Clinton, Hillary Clinton, Chelsea Clinton, Angelina Jolie, Arnold Schwarzenegger, Maria Shriver, Faith Hill, Tim McGraw, The Sex and the City girls, Drew Barrymore, Kurt Russell, Goldie Hawn, Beyonce Knowles, Liz Hurley, Pamela Anderson, Stephen Spielberg, and dozens more.
As you progress through the course, you will become proficient at reading and analyzing body language! And of course, I’m giving you the keys to my password-protected secret website with over 100 photos of the stars ready to analyze!
This is a complete seminar in reading, decoding and interpreting body language from the source. Nothing is missing and YOU have access!
You will receive my complete analysis of EVERY PHOTOGRAPH on Six (6) Digital Audio CDs. Your Secret Password to the Hidden Website for the Interactive Photo Gallery will come with your package.