Affirmation And Denial
An up-and-down movement suggests something standing. It has the associated significance of vitality or life. Conversely, a side-to-side gesture suggests similarity to things lying down, lack of vitality, or the death of ideas. By holding yourself erect you make a very different impression of your energy than would be made were you to lean to one side. You can affirm a statement by an up-and-down movement of your hand or by a nod of your head. You deny suggestively with a horizontal gesture or by shaking your head from side to side.
Levels of Action
The significance of action on different planes or levels is seldom appreciated. The level of eye action is of especial importance in suggesting particular ideas.
When you look another person in the eye, you convey to him the idea of direct mental energy. You suggest the straight action of your mind in team-work with his. Your eye action on the same level indicates to him that you are thinking on the practical plane.
Lifting Prospect's Thoughts
But if your eyes repeatedly focus above the level of the other man's eyes, you make the impression that you are an idealist rather than a practical person. What you say will not seem to him to apply directly to his case. He will not feel the personal, or man-to-man contact of your thoughts. Sometimes, however, it is important to lift your eyes when talking to a prospect, in order to suggest that he lift his thoughts from the level of mere selfishness. By your suggestive eye action on the upper plane you may stimulate in him a higher vision of possibilities or an insight into the future, if he seems inclined to take a strictly practical view of his present needs only.
When you look below the eye level of the other man, you indicate (1) modesty, if the movement is directly down; (2) shame, if the movement is a little to one side and downward; (3) disgust, if your eyes look far down and far to the side.
Tensity and Laxness
The tensity or laxness of your muscles when you are in the presence of a prospect will suggest to him very diverse ideas. Both tensity and laxity of muscles can be used to good effect in selling. Your muscles should appear somewhat tense when you are presenting ideas, in order to make the impression that your mind is fully active. Conversely, by normal relaxation of your muscles when you are listening, you suggest the receptivity of your mind and your entire readiness to take in ideas from outside. When you show your muscles are relaxed, you also indicate that you are perfectly at ease and unafraid of objections or criticism. If you were to sit tense under criticism, you would suggest that you felt the necessity of fighting back. But you disarm disparagement of your capabilities when you appear entirely at ease while you listen.