• Disagreement is signaled by folded arms, crossed legs, picking imaginary lint from your clothing or running your hands over your face are signs of disagreement. • Cooperation is demonstrated by sitting on edge of chair; hand to face; hands open, arms uncrossed.

• Negative attitudes or deception are commonly indicated by frequent eye blinking; hand covering mouth while speaking; frequent coughing; looking away while speaking; or rapid sideways glances.

• Frustration is shown by pointing an index finger; rubbing hair or back of neck; wringing hands, sighing and tightly clenched hands.

• Boredom or indifference are generally indicated by eyes not focused at speaker or looking elsewhere; head in hand; sloppy or informal body posture; or preoccupation with something else.

Remember, because all of this works both ways, learn to read what prospects aren’t telling you. Look for confirming communications either verbal or nonverbal.

Cross-Cultural Differences

Toss people from different cultures into mix, and body language can become even more meaningful.

For example:

• If you’re telling a Japanese prospect how well you understand his situation and objectives, but happen to be casually waving your hand in front of your face with palm facing outward, don’t be surprised if your prospect looks somewhat bewildered. In Japan, that gesture can signal that you don’t know something or feel unworthy of a complement.

• Patience is an important virtue to people from Mexico, so don’t appear impatient at delays or interruptions.

• In Korean culture, men have priority. It is customary for a man to walk through door first, ahead of a woman, and for woman to help man with his coat.

Want More? Send questions and comments to w.willard3@knology.net.

Reference Sources:

1. National Business Employment Weekly and Princeton Creative Research Inc., a Princeton, N.J.. consulting firm. 2. Teach Yourself Body Language, by Gordon Wainwright. 3. The Secret Language of Relationships: Your Complete Personology Guide to Any Relationship With Anyone, by Gary Goldschneider, Joost Elffers. 4. Never Be Lied to Again: How to Get Truth in 5 Minutes or Less in Any Conversation or Situation, by David J. Lieberman.

7. Be sure to include plenty of informational articles on your web site that focus on educating your visitors. Add or replace older articles with new ones on your web site each month. Keep you web site content fresh and exciting to your viewing audience. The more content you have better. Search engines tend to rank sites higher that have a good deal of content and good content keeps your visitors or prospects coming back for more.

8. Write an informational article about a topic related to your business and post it on your web site. Include an "About The Author" resource box at bottom of article that includes your name, company, telephone number, address, web site link and your permission to re-print and use your article on their web site or e-zine as long as your resource box remains intact. Submit your article to web sites like http://www.ezinearticles.com and watch your web site traffic increase substantially.

9. Include a "Refer a Friend" section on your web site and add a hyperlink to this in your newsletter. This gives your visitors and subscribers and opportunity to share your URL with others. Most autoresponder packages make it easy to do this.

10. Start your own affiliate program using an affiliate management solution like AssocTRAC (www.assoctrac.com). Promote your new affiliate program on your web site or newsletter. Watch as you recruit a global sales force eagerly willing to promote what you have to offer. They send you a paying customer and you cut them a commission check. It’s as simple as that.