Car shopping can be a long, tedious process many students steer clear of. Thankfully, virtual showroom apps have simplified the car-buying process, so you don’t need to leave the comfort of your home.
However, if you still prefer the traditional way of doing things, using body language can help make the car-buying process easier. Humans pay attention and naturally react to body language since most communication is non-verbal. We can make and recognize about 250,000 facial expressions. Body signals reveal a lot in face-to-face conversations.
Body language also reflects a person’s emotional condition. In business encounters, body language accounts for almost 80% of the impact made. Many people form their initial opinion about you within 4 minutes. Paying attention to body language helps you see beyond what’s being said.
If you’re considering visiting your local dealership to buy a car, here’s how you can use body language to get a better deal.
1. Use Your Eyes
According to the old adage, “eyes are windows to the soul.” Eyes are a powerful communication tool. Make eye contact, at least half the time. It’s a great way to build a connection. People often look at things they’re interested in more, and for longer. Making eye contact up to 70% of the time shows interest in the person you’re talking to and the deal they’re offering.
Avoid staring. It makes you look weird and makes the other person feel you’re up to no good. Too little eye contact portrays insecurity or shows you’re uninterested. Widening the eyes or dilating your pupils is a sign you like what you’re seeing. Narrowing your eyes means you don’t like what you’re seeing.
What you’re looking at shows what you’re thinking about. Looking at a specific car means you’re thinking about it a lot. And looking into someone’s eyes means you like them or agree with what they’re saying. Impulsive decision-makers move their eyes faster.
2. Watch Your Arms
Your hands are an extremely expressive part of your body. The way you hold your arms reveals how open or closed you are. Crossing your arms makes you seem defensive, closed off or uninterested in what the salesperson has to say. Relax your shoulders and stand straight, or sit while leaning forward. It portrays confidence and can result in a better offer.
Many people assume young people get bored easily. Drumming your fingers suggests impatience. It shows the salesperson you don’t want to go through all the little details or simply don’t have the time. When your hands play with your phone, the paperwork, or pen, it shows you’re annoyed or bored.
3. Speak with Your Legs and Feet
The best way to show you have an open attitude is by uncrossing your legs when seated. However, crossing your legs with the feet pointing towards the salesperson may also display interest. Pointing your feet away or toward the exit implies disinterest. Placing one of your feet forward, closer to the other person, means you’re interested in what they are saying.
When seated, most people make their final decisions with both feet firmly on the ground, without crossing their legs. Moving your legs and feet more is a sign you’re being dishonest. Jiggling your feet shows you can’t wait to leave that place. Tapping or bouncing your feet may indicate you’re in control of the negotiation.
While it’s important to pay attention to your body signals, it’s even more important to monitor the salesperson’s body language. It can make the difference between driving off in your dream car and leaving the dealership disappointed.
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