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).