Business of Body Language

What kind of signals do you send at work?

Are you a gunslinger or a sergeant major? A professor or an undertaker? Whatever job you do, you could be any of these, for this is just how you may look to other people. And that's what matters in business, according to Michael Howard of Talkshop, which offers training in personal communication and performance skills.

You may be offering the best financial advice around or selling the smartest computers, but if your body language is wrong your customers just won't want to know. And that could mean your business losing thousands of pounds. You may be trying to hide your nerves, your boredom or your aggression, but your body language will give you away.

Michael offers his presentation skills to everyone from business consultants, lawyers and personnel managers to insurance salesmen and counter clerks. 'In fact anyone involved in face-to-face communication with the public could benefit,' he says. 'You cannot overstate how damaging bad presentation can be for business. A poor performer is embarrassing to watch and just makes people uncomfortable and bored.

'They will lose all trust in the person - and business. No one can afford that in today's competitive world.' Through his workshops Michael teaches relaxation and breathing techniques, how the voice works and - most importantly - body language. He believes most people have a 'natural expressiveness' which can be unlocked by just a little training. His courses aim to turn you into 'an effective communicator, presenting yourself confidently in all situations'.

Michael, 40, set up Talkshop a year ago. He first trained as a quantity surveyor, then gave it up for drama school and an acting career that has taken in stage roles from Shakespeare to children's theatre. 'Talkshop was an ideal way to marry up my skills as a businessman and an actor.

'Drama training gives you a great knowledge of how body language works. You learn not only how your character works, but how the other characters react to that character. But if I hadn't been in the commercial world, I wouldn't have seen how that works in practice.'

Business 'performers' fall into several categories - examples are shown in the box below. If you can spot your 'type' it often helps to an awareness of the way you present yourself and how you might improve this.

There are also important differences between the way men and women in business behave when dealing with people. 'A woman's higher, softer voice means she can be shouted down by more aggressive and domineering men,' says Michael. 'This often leads her to clam up in meetings.

'In fact, her sweeter tones should be seen as a positive asset rather than a problem. A warm, controlled voice conveys much more authority than a macho rant.

Women can learn to display confidence without being aggressive. Unfortunately, many women feel they should ape the male approach. This is a mistake. If anything, it should be the other way round.

'For a woman in a top position there's no point in being a bully. Men will just be dismissive and resentful. Good use of eye contact is the best way of establishing high status.'

People from different cultures and professions also show marked differences in the way they talk and act, but it's important not to look at people as stereotypes.

The 'bluff businessman', for example, can turn to jelly when asked to speak to a small group for five minutes. In contrast, his 'shrinking violet' secretary may blossom when she is given the ear of an attentive audience.

But there is no one way to present, says Michael. 'It's horses for courses. While a salesperson may need to show that they are relaxed and chatty, a senior partner in a law firm may have to show more distance to create authority.'

The important thing is to get the right message across. 'It's all about releasing natural abilities,' says Michael. 'People coming away from my courses should not only be able to give a good public presentation, but should also positively enjoy it.

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The gunslinger - legs apart, this type leans back and thrusts the pelvis forward showing physical confidence. But the head - intellectual confidence - is placed well back. This may sound like a masculine pose but women do the same. It shows you are sure of your physical attractions. But have you got anything to say?

The professor - legs together, the groin and chest are pulled right back while the head is pushed forward on the end of a long neck. This shows 'supreme confidence' in the intellect but also hides emotional insecurity.

The sergeant major - stands proudly with the chest out, appearing totally invulnerable. The stance says 'I'm afraid of no one.' But is he or she hiding some deep anxieties?

The village idiot - this type is 'open and full frontal'. With body swaying in the wind, he or she stands with a silly grin desperately 'eager to please' the audience. Unfortunately, they end up looking insincere.

The invisible man - rather than stand four-square in front of his or her audience, this type prefers to hide behind a desk or lectern, looking down at sheaves of notes to avoid eye contact. He or she hopes to appear authoritative and learned, but instead appears shifty and insecure.

The undertaker - stiff as a board, these sombre characters just don't know how to relax. They speak in slow, serious tones, but the audience knows how racked they are with nerves and so feels edgy and uncomfortable.

Date: 2016-01-03; view: 1378