Body Language
Can a prospect tell you that they are ready to say yes, without saying a word? The answer is yes, but you must learn to understand more than words if you are going to get the full message and all the sales possible.
Sometimes what people don't say is more important than what they do say. For example, lawyers spend thousands of dollars on "jury consultants" to study the body language of jurors and assess if they're receptive to a situation. You can do the same when meeting with your prospects-and it won't cost you thousands.
Even if a prospect is smiling, his body language can tell you if
he is uncertain, doubtful, angry, or bored. Obviously, if arms are
crossed, the prospect is shielding himself, guarded and protective.
The same goes if he is leaning away from you or has his legs crossed
tightly. 
As you
go through your presentation, the prospect's feelings toward you and
your product will most likely fluctuate. Watch for changes in
posture, and note when in your presentation they occur. That may clue
you into a specific area of your service that the prospect is
uncomfortable with. You will be better prepared to solve the dilemma
and put the prospect at ease.
Use your ability to read body language to seek out and correct problems a prospect may have, before they come in the way of a sale. Don't forget that you should watch for changes in the prospect's body language as you trial close. If you see no change or positive body language changes, you are on your way to a sale!
