More often than not, when we have just spoken/sold
to a daycare prospect about our daycare services, we are left wondering if they will ever come back to purchase our daycare
services. In many instance, we are caught between deciding if we should be following up with that daycare prospect.
According
to one study, vocals (tone of voice, inflection and any other sounds) constitutes 38% of what a person is communication, verbal
(words) 7% and body language (body language, posture, facial expression) 55%. In observing how the daycare prospect reacted
during the conversation, we will be able to make a more informed decision if we should follow up with that prospect.
There are five ways in which a body will react to a message.
1. Bored
You will know when your daycare prosect is is bored when he starts to look at anywhere else except at the person
who is talking. They might also perform repeat actions such as tapping toes, swinging feet or drumming fingers. The repetition
may escalate as they try to signal their boredom. Some might start yawning or slouching and their facial expression will show
a distinct lack of interest and appear blank.
Reasons for boredom stems from either pure disinterest in your daycare
services or you might have done too much selling. Sometimes, the daycare prospect is ready to sign but the sales person continue
with the lengthy sales pitch, totally missing the buying signal.
2. Closed
In a closed position,
the daycare prospect will have one or both arms cross the central line of the body, either folded or tightly clasped or holding
one another. The arm and/shoulders could be a relaxed droop or holding on to the body or other arms.
There can also be some crossing of the leg from the ankle
cross, to the knee cross and the figure-four (ankle on opposite knee) and the tense wrap-around or the legs could be wrapped
around some other objects such as the leg of a chair. In cases when the legs are crossed but arms are not, the listen is intentionally
attempting to appear relaxed. The daycare prosepct will either be looking down or looking away with the head either inclined
away from the speaker or tucked down.
There
can be a number of reasons for a closed body language. One reason could be because the day care prospect could be feeling
defensive or in need of some self nurturing. Sometimes, it could be because the day care prospect is intending to hide something
from the speaker such as his/her genuine feeling about the situation. Sometimes, it could simply be a physiological reaction.
The day care prospect could be feeling cold and is trying to keep warm. Other times, it could be because the day care prospect
is feeling genuinely relaxed and/or looking away from the speaker to think. It is therefore important to notice the transition
when the body closes as an indication of the reason for the body closing.
3. Deceptive
When the day care
prospect is intending to intentionally deceive the speaker, a number of body languages will surface. He/she will demonstrate
some anxiety or tension such as sweating, sudden movements, minor twitches of muscles (especially around the mouth and eyes),
changes in voice tone and speed, biting the inside of the mouth, patting head and/or hands in pockets. Sometimes, when the
day care prospect is trying to deceive, he might overcompensate such as forced smiles (mouth smiles but eyes do not), jerky
movements and clumsiness or alternating between open body language and defensive body languages. The daycare prospect might
also appear distracted or hesitant because he/she is trying to cover up of thinking of an appropriate action.
There are a couple of reasons for a deceptive body language.
The daycare prospect could either be trying to persuade the other party to do or say something or intentionally trying to
cover up or avoid a question.
4. Evaluative
When the daycare prospect is thinking, making a judgment
or making a decision, he will demonstrate a number of body language. The hands could either be clasped together or interlinked
or the finger could be stroking the chin or any other parts of the face. Alternatively, the body could be relaxed or open
but the listener shows signs of concentration, perhaps with pured lips or an intense gaze.
There can be a number of reasons for the day care prospect to demonstrate the evaluative body
language. The day care prospect could either be deciding, thinking or judging about a particular decision. This means that
the party if almost ready to close.
5. Open
When the daycare prospect is open, his/her arms and legs are not crossed.
The arms may be gesticulating and palm relaxed and expressive. The feet may point forward or to the side or at something or
someone of interest. Eye contact is likely to be more relaxed and prolonged and the day care prospect might loosen his/her
clothing such as removing a jacket or loosening the collar.
There are number of reasons for opening. It could be that the daycare prospect is accepting what you has
just said and feels that you are no longer a threat. In some cases, that could be an act of aggression with the daycare prospect
is ready for a fight. Alternatively, it could mean that the daycare prospect is pleading for mercy. Sometimes, it could simply
mean that the day care prospect is now relaxed and comfortable. Just like understanding a closed body language, it is important
to notice the transition when the body opens as an indication of the reason for the body opening.
Remember that an effective study of body language will require
an interpretation of a combination of signals and posture rather than an interpretation of individual action.
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