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The right body language can almost double the effectiveness of salesmen

Cesario & Higgins characterize an eager nonverbal style as “approach-oriented”:

very animated, broad opening movements

hand movements openly projected outward

forward-leaning body positions

fast body movements

a fast speech rate

In contrast, they characterize a vigilant nonverbal style as “avoidance-oriented”:

more precise gestures

backward-leaning positions

slower body movements

slower speech

If your strategy is aimed primarily at increasing the perceived attractiveness of your request or offer, an eager nonverbal style is more likely to be effective.

if your strategy is focused specifically on reducing the other person’s resistance to your proposal, a vigilant nonverbal style is more likely to be effective.

when the salesperson used an eager nonverbal style, the door-in-the-face technique proved much more powerful (92% compliance) than the control condition (50% compliance).