In each of the following selling situations determine:

a. What nonverbal signals is the buyer communicating?

b. How would you respond nonverbally?

c. What would you say?

(1) The buyer seems happy to see you. Because you have been calling on him for several years, the two of you have become business friends. In the middle of your presentation, you notice the buyer slowly lean back in his chair. As you continue to talk, a puzzled look comes over his face.

(2) As you begin the main part of your presentation, the buyer reaches for the telephone and says, "Keep going; I need to tell my secretary something."

(3) As a salesperson with only six months' experience, you are somewhat nervous about calling on an important buyer who has been a purchasing agent for almost 20 years. Three minutes after you have begun your presentation, he rapidly raises his arms straight up into the air and slowly clasps his hands behind his head. He leans so far back in his chair that you think he is going to fall backward on the floor. At the same time, he crosses his legs away from you and slowly closes his eyes. You keep on talking. Slowly the buyer opens his eyes, uncrosses his legs, and sits up in his chair. He leans forward, placing his elbows on the desk top, propping his head up with his hands. He seems relaxed as he says, "Let me see what you have here." He reaches his hand out for you to give him the presentation materials you have developed.

(4) At the end of your presentation, the buyer leans forward, his arms open, and smiles as he says, "You really don't expect me to buy that piece of junk, do you?"