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Unit16

Body language can certainly assist in

or hinder you from making a deal.

Patricia: Hello Andrea! Good morning!

Andrea: Good morning Patricia! I have a favor to ask if that’s okay.
Patricia: I have some time. What is it?
Andrea: I’m handling my first sales pitch and I want it to go well.
Patricia: Oh, that’s exciting! I remember when I did my first pitch I was somewhat nervous.
Andrea: I am too! I’ve mastered my spiel but I need some help with my body language.
Patricia: You’re right! Body language can certainly assist in or hinder you from making a deal.

Andrea: Since you’ve had lots of experience, I thought I can ask for a little help.
Patricia: Sure! First, you need to have an upright posture and an open body position.
Andrea: What do you mean by an open body position?
Patricia: Your legs aren’t crossed; your hands are not clasped; and your elbows are away from
your body.
Andrea: I see. Do I have to do all these things?
Patricia: If they make you uncomfortable, you may not do everything but try to do at least some.
This stance shows your willingness to connect with the other party. Also, try to maintain eye
contact but don’t stare. Proper eye contact makes you appear more confident and trustworthy.
Andrea: I see. What about using hand gestures?
Patricia: Hand gestures can also highlight or emphasize you words so use them at appropriate
times when you have something to stress.
Andrea: I see. Thanks very much! I’ll let you know how it goes.
Patricia: You’re welcome! Please do.

1. Do you think body language is important in being persuasive?

Sample answer:
Yes. Appropriate body language reinforces your words during persuasion. Body lan-
guage can show that you’re confident in whatever you’re offering; it can show confi-
dence and sincerity. On the other hand, distrust in your product or service and dishon-
esty can also manifest in your body language.

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