Body Language: Reading Body Language as a Sales Tool

Speaking with Your Hands and Arms Do you talk with your hands? Many people do — and it can be a powerful tool for emphasizing your message. However, being *too* expressive with your hands can distract your listener, pulling their attention away from your words and onto your movements. Cultural context matters here too: hand gestures are common in Italy, Spain, Portugal, and Russia, while in parts of Asia and Britain, they are far less prevalent. **The Truth Plane** Communication expert Chris Bowden describes the *truth plane* — the area around your mid-abdomen, just above your navel — as the ideal zone for your hands when speaking. Keeping your hands in this zone: Makes you appear more **trustworthy** and open Allows you to keep your elbows close to your sides Enables natural, symmetrical gestures that reinforce your words Here are some hand and arm positions to be mindful of: **Hands too high** (obscuring your face or throat): Can signal dishonesty **Hands too far from your body**: May suggest desperation or that you're pushing too hard to close **Hands clasped low** (in front of your lower body): Can signal vulnerability or that you have something to hide **Symmetrical gestures**: More trustworthy than asymmetrical ones **Dominant vs. Submissive Postures** Your arm and body position also communicate dominance or submission: A **dominant stance**