The unspoken signals expressed by the buyer's body language are as important as the spoken signals. Watch for these signals, particularly when you are edging toward a close and the prospect is responding to your questions.

Here are nine physical signals that indicate a negative reaction from a client:

1. The lips don't like it. While many salespeople watch people's eyes, you would do better to watch their lips. A client is saying "no" with tight lips, lips pressed against the teeth, or pursed lips.
2. Tossing it off. Picking up a brochure or leaflet and tossing it aside or flicking it down indicates displeasure and dismissal.
3. Who's licked now? Not you, not yet. But clients licking their lips are showing fear, and you should reassure them and ease their anxiety.
4. Hot potatoes. Handling anything connected with your presentation hesitantly as if it were "too hot to handle" shows that the client does not want to be associated with your product.
5. Cat on a hot tin roof. Nervous, jerky gestures reveal that your client is thinking about something but not expressing it.
6. Magic acts. By pointing a shoulder toward you, leaning back, and crossing the arms, clients are expressing the hope that you'll disappear. They want to dismiss you from their thoughts.
7. Peek-a-boo. Refusing to look at you straight-on-or flicking side glances in your direction-may show timidity, fear of disappointing you, fear of your subsequent disapproval, or a wish to avoid facing the situation.
8. Getting the gate. Pushing things on a desk toward you and away from themselves implies that your clients want to disassociate themselves from you, or want you to leave.
9. Get that spot out. Flicking anything-dust, lint, ashes, dirt, or something imaginary-from their clothing also implies dismissal. They're flicking your offer away from themselves and distancing themselves from you.