By John Boe

Are you missing your prospect's buy signals?

Are you aware that your body language reveals your deepest feelings and hidden thoughts to total strangers? As a professional salesperson you must continuously monitor your customer's body language and adjust your presentation style accordingly. By understanding your prospect's temperament style and body language gestures, you'll minimize perceived sales pressure and close more sales in less time.

1. What is the meaning of the "palm to chest" gesture?

A. Superior attitude

B. Critical judgment

C. Sincerity

D. Confidence

E. None of the above

2. What is the meaning of the "thumb under the chin" gesture?

A. Deceit

B. Confidence

C. Anxiety

D. Critical judgment

E. Interest

3. What is the meaning of the "crossed arms" gesture?

A. Fear

B. Anticipation

C. Control

D. Superiority

E. None of the above

4. What is the meaning of the "thumb up" gesture?

A. Approval

B. Disapproval

C. Disinterest

D. Bored

E. None of the above

5. What is the meaning of the "chin rub" gesture?

A. Anticipation

B. Decision

C. Critical judgment

D. Deceit

E. Stalling for time

6. What is the meaning of the "glasses-to-mouth" gesture?

A. Stalling for time

B. Confidence

C. Superiority

D. Fearful

E. None of the above

7. Your behavioral style / temperament style is determined by your...

A. Birth order: only child - middle child - oldest child

B. Childhood environment: influenced by family and friends

C. DNA

D. Astrological sign

E. Gender

F. Race

8. Who wrote the first book on body language?

A. Sigmund Freud

B. Charles Darwin

C. Carl Jung

D. Ralph Emerson

E. B.F. Skinner

9. Who is considered the father of the four primary temperament styles theory?

A. Hippocrates

B. Sigmund Freud

C. B.F. Skinner

D. David Keirsey

E. Tim LaHaye

10. Your temperament style influences your…

A. Body language gestures

B. Appearance

C. Behavioral tendencies

D. All of the above

E. None of the above

11. A temperament evaluation can determine a person's race and gender?

A. True

B. False

12. Men and women use the same body language gestures.

A. True

B. False

13. Most shy children are able to outgrow their shyness as an adult.

A. True

B. False

14. Your astrology sign determines your temperament style.

A. True

B. False

15. Men and women have completely different temperament styles.

A. True

B. False

Answers:

1. C. Sincerity

2. D. Critical judgment

3. E. None of the above

4. A. Approval

5. B. Decision

6. A. Stalling

7. C. DNA. We are born into one of four primary temperament styles; Aggressive, Expressive, Passive, or Analytical.

8. B. Charles Darwin. Darwin's book, The Expressions of Man and Animals was written in 1872.

9. A. Hippocrates

10. D. All of the above

11. B. False

12. A. True.

13. B. False

14. B. False

15. B. False

Well, how did you do on the quiz? Whether you're brand new to sales or are a seasoned professional, understanding body language and temperament styles will help you close more sales in less time.

Understanding body language and temperament styles will help you:

• Quickly and accurately visually determine another's temperament/behavioral style (Aggressive, Expressive, Passive or Analytical)

• Determine the most effective presentation style and selling strategy for each of the four "buying styles"

• Close more sales in less time by recognizing your prospect's buy signals!

• Build trust and rapport quickly

• Discover how to adjust your own behavioral style to become more versatile, adaptable and highly successful

• Learn how to read people and know if someone is interested, stalling, deciding, lying or being critical

• Learn how each style is likely to manage time, react to stress and act in social and business situations

• Deal with difficult and demanding people

If you want to get promoted, make more sales and improve all of your relationships you must be able to maximize your inherent strengths and minimize your weaknesses.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750. Free Newsletter available on website.