Body Language Quiz
Posted: Mon Jan 27, 2025 5:27 am
Acquiring this important skill will allow you to communicate more effectively, read your prospect like a book and close more sales in less time.
Build Trust and Rapport
Matching and mirroring your prospect’s body language gestures is unconscious mimicry. It is a way of subconsciously telling another that you like them and agree with them. The next time you are at a social event, notice how many people are subconsciously matching one another.
Likewise, when people disagree they subconsciously mismatch their body language gestures. The psychological principle behind matching and mirroring is that people want to do business with salespeople that they believe are similar to them.
You can build trust and rapport by deliberately, but subtly, matching your prospect’s body language in the first fifteen minutes of the appointment.
Examples of Nonverbal Communication
If you notice that your prospect is crossing their arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, verify it by seeing if your prospect will match you.
Uncross your arms and see if your prospect will match ukraine telegram data and mirror you as you move into a more open posture. If you notice your prospect subconsciously matching your body language gestures, congratulations, this indicates that you have developed trust and rapport.
Conversely, if you notice your prospect mismatching your body language gestures, you know trust and rapport has not been established and you need to continue matching and mirroring them.
If you’re a manager, consider using this quiz at your next training meeting to assess your sales team’s current level of expertise. When sitting in on a sales appointment with your sales rep, be sure to incorporate nonverbal communications feedback in your critique.
Do you have a working knowledge of body language and nonverbal communication? See how many of the eight questions you can answer.
1. What emotion is associated with the “palm to chest” gesture?
A. Superiority
B. Critical judgment
C. Sincerity
D. Confidence
2. What is the meaning of the “thumb under the chin” gesture?
A. Deceit
B. Boredom
C. Anxiety
D. Critical judgment
3. What nonverbal message is conveyed with the “chin rub” gesture?
A. Decision
B. Deceit
C. Control
D. None of the above
4. What does it mean when a person rubs his or her nose?
A. Superiority
B. Anticipation
C. Dislike
D. Anger
5. What message is conveyed when a person touches his or her eyeglasses to their lips?
A. Interest
B. Stalling
C. Disbelief
D. Impatience
6. When a person looks over the top of his or her eyeglasses, what message are they sending?
A. Contempt
B. Distrust
C. Scrutiny
D. Suspicion
7. What is the impact of nonverbal communication in a face-to-face conversation?
A. 20%
B. 40%
C. 70%
D. 85%
8. Which of the following gestures is/are associated with lying?
A. Talking through fingers
B. Eye rub
C. Ear rub
D. Lack of direct eye contact
E. All of the above
Quiz Answer Key
1. (C)
The palm to chest gesture indicates sincerity.
2. (D)
The thumb under the chin gesture indicates critical judgment and a negative attitude. A good way to get your prospect to drop this gesture is to hand them something.
3. (A)
The chin rub gesture indicates decision. When you see this gesture, avoid the temptation to interrupt. If the gestures that follow chin stroking are positive, ask for the order.
4. (C)
When someone rubs his or her nose it’s an indication that they don’t like the subject. When you see this gesture you would be wise to probe with open-ended questions to draw out your customer’s concern.
5. (B)
When someone touches his or her eyeglasses to their lips it signals that they’re stalling or delaying a decision. If they put their glasses back on, it’s a buy signal. If they put them away, you have more work to do.
6. (C)
When a person looks over his or her eyeglasses it indicates judgment and scrutiny.
7. (C)
Research indicates over 70 percent of our communication is nonverbal. In addition, studies show that nonverbal communication has a much greater reliability than the spoken word. Therefore, you would be wise to rely on body language as a more accurate reflection of a person’s true feelings.
8. (E)
All of the above. The statue of the Three Wise Monkeys accurately depicts the three primary hand-to-face gestures associated with deceit. See no evil, hear no evil, and speak no evil.
While you may not be called upon to participate in a presidential debate or manage a baseball team, you need to be able to recognize your prospect’s “buy signals.”In the 10 years that my book, Smart Calling™ has been out, it has helped prevent countless thousands of bad cold calls. It has made prospecting and opening cold calls so much easier and profitable for salespeople.
The foundation of the system is quite simple:
gathering intelligence before the call using online and offline sources
social engineering
plugging this intel into the Smart Calling process to create interest and engage prospects with compelling cold call openings.
Let’s assume you have done your information-gathering, you know something relevant about your prospect, and now it is time to craft an opening that will grab attention. By the way, this also serves as a voicemail message, with just a bit of tweaking at the end.
Now, it’s time to pull everything together with the step-by-step opening statement process. Here’s how:
Build Trust and Rapport
Matching and mirroring your prospect’s body language gestures is unconscious mimicry. It is a way of subconsciously telling another that you like them and agree with them. The next time you are at a social event, notice how many people are subconsciously matching one another.
Likewise, when people disagree they subconsciously mismatch their body language gestures. The psychological principle behind matching and mirroring is that people want to do business with salespeople that they believe are similar to them.
You can build trust and rapport by deliberately, but subtly, matching your prospect’s body language in the first fifteen minutes of the appointment.
Examples of Nonverbal Communication
If you notice that your prospect is crossing their arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, verify it by seeing if your prospect will match you.
Uncross your arms and see if your prospect will match ukraine telegram data and mirror you as you move into a more open posture. If you notice your prospect subconsciously matching your body language gestures, congratulations, this indicates that you have developed trust and rapport.
Conversely, if you notice your prospect mismatching your body language gestures, you know trust and rapport has not been established and you need to continue matching and mirroring them.
If you’re a manager, consider using this quiz at your next training meeting to assess your sales team’s current level of expertise. When sitting in on a sales appointment with your sales rep, be sure to incorporate nonverbal communications feedback in your critique.
Do you have a working knowledge of body language and nonverbal communication? See how many of the eight questions you can answer.
1. What emotion is associated with the “palm to chest” gesture?
A. Superiority
B. Critical judgment
C. Sincerity
D. Confidence
2. What is the meaning of the “thumb under the chin” gesture?
A. Deceit
B. Boredom
C. Anxiety
D. Critical judgment
3. What nonverbal message is conveyed with the “chin rub” gesture?
A. Decision
B. Deceit
C. Control
D. None of the above
4. What does it mean when a person rubs his or her nose?
A. Superiority
B. Anticipation
C. Dislike
D. Anger
5. What message is conveyed when a person touches his or her eyeglasses to their lips?
A. Interest
B. Stalling
C. Disbelief
D. Impatience
6. When a person looks over the top of his or her eyeglasses, what message are they sending?
A. Contempt
B. Distrust
C. Scrutiny
D. Suspicion
7. What is the impact of nonverbal communication in a face-to-face conversation?
A. 20%
B. 40%
C. 70%
D. 85%
8. Which of the following gestures is/are associated with lying?
A. Talking through fingers
B. Eye rub
C. Ear rub
D. Lack of direct eye contact
E. All of the above
Quiz Answer Key
1. (C)
The palm to chest gesture indicates sincerity.
2. (D)
The thumb under the chin gesture indicates critical judgment and a negative attitude. A good way to get your prospect to drop this gesture is to hand them something.
3. (A)
The chin rub gesture indicates decision. When you see this gesture, avoid the temptation to interrupt. If the gestures that follow chin stroking are positive, ask for the order.
4. (C)
When someone rubs his or her nose it’s an indication that they don’t like the subject. When you see this gesture you would be wise to probe with open-ended questions to draw out your customer’s concern.
5. (B)
When someone touches his or her eyeglasses to their lips it signals that they’re stalling or delaying a decision. If they put their glasses back on, it’s a buy signal. If they put them away, you have more work to do.
6. (C)
When a person looks over his or her eyeglasses it indicates judgment and scrutiny.
7. (C)
Research indicates over 70 percent of our communication is nonverbal. In addition, studies show that nonverbal communication has a much greater reliability than the spoken word. Therefore, you would be wise to rely on body language as a more accurate reflection of a person’s true feelings.
8. (E)
All of the above. The statue of the Three Wise Monkeys accurately depicts the three primary hand-to-face gestures associated with deceit. See no evil, hear no evil, and speak no evil.
While you may not be called upon to participate in a presidential debate or manage a baseball team, you need to be able to recognize your prospect’s “buy signals.”In the 10 years that my book, Smart Calling™ has been out, it has helped prevent countless thousands of bad cold calls. It has made prospecting and opening cold calls so much easier and profitable for salespeople.
The foundation of the system is quite simple:
gathering intelligence before the call using online and offline sources
social engineering
plugging this intel into the Smart Calling process to create interest and engage prospects with compelling cold call openings.
Let’s assume you have done your information-gathering, you know something relevant about your prospect, and now it is time to craft an opening that will grab attention. By the way, this also serves as a voicemail message, with just a bit of tweaking at the end.
Now, it’s time to pull everything together with the step-by-step opening statement process. Here’s how: