- Curious/Encourages you to speak: This one seems like a no-brainer. When someone is interested in what you have to say, they ask questions.
- Verbal agreement: These are pretty easy to spot and include words such as, “Uh huh, go on, yes” and “I agree.”
- Answers “Yes” quickly: When a person is being up front with you, they answer your question right away. When they’re not, they stall. For example, if you ask a perspective client, “Do I have your business?” and they immediately answer, “Yes,” they mean “yes.” However, when they bury their “yes answer” in a long explanation and/or don’t give you a “yes” until the end of their story, it’s not a “yes.” At that point you need to dig a little deeper into whatever it is you were talking about. Why? Because when someone has nothing to hide, they answer the question immediately….and sometimes that can mean they’re going to answer immediately with a “no.”
By combining this information with last week’s blog entitled, “What Signs of Interest Look Like During a Negotiation,” it should be pretty easy for you to spot the indicators that the other person likes what you’re saying. Next week, I’ll write about what a “maybe” looks like.