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2-19-08: Crossing of the Arms

2-19-08: Crossing of the Arms

Tonya Reiman
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Scenario: Bob is a salesman and when he meets with clients, he notices that during his sales presentation, they are often sitting their with their arms crossed. This is a body language signal. What does it mean when someone crosses their arms across their chest like that?

Solution: It might just mean tat they are cold. You have to analyze this in the context that it is given. Typically, this is a very closed off and defensive body language posture. Although this could just be a comfortable posture for the person with their arms crossed, but usually it means that they are not open to what you are saying. Either way, you should assume that they are closed off and do something about it. First, i would suggest that you make eye contact with them, showing them that you are focused on them and their needs. Then I would give them something to do with their hands. Give them a brochure to hold and look at, or a pen and paper and ask them to write something down. don't just quickly hand it to them. Reach over with it and stop for a beat to make that "break" in their body language. When you can open up their body language, it will have the side effect of opening up their mind as well.

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