The fourth factor to observe is leg activity. Again this is another area, which is relatively easy to observe once you know what to monitor. Usually negative behavior is observed through fidgety leg movements. There is no direct correlation between crossed and uncrossed legs. However, if you notice a person has their legs crossed and one of them is bouncing on the other, it probably is anxiety.
Leg activity needs to be observed simultaneously with arm position.
If you notice a person is bouncing their legs and their arms are crossed over or their torso is slumped over the buyer most likely is closed-off. Your success depends upon how well you can modify your personal behavior to adapt to situations. And check in with them, STOP talking and ask them what they think. If you notice a person is closed-down you need to focus on one thing. The easiest way to increase a person's comfort when they are closed-off is to first utilize mirroring.