The Power of Body Language: Why It’s More Important Than You Think

Success doesn’t just hinge on what you say — it also depends on how you say it. Often, this unspoken communication comes through in the form of body language, and it can be just as important, if not more, than the words you choose. Whether you’re negotiating a deal, leading a meeting, or simply interacting with colleagues, the way you present yourself non-verbally can have a significant impact on your professional relationships and your career trajectory.

The Silent Yet Powerful Communicator

Body language encompasses the facial expressions, gestures, posture, eye contact, and even tone of voice that we use when interacting with others. According to research, up to 55% of communication can be conveyed through non-verbal cues, while only 7% comes from words and 38% from tone of voice. This means that how you carry yourself and how others perceive your non-verbal cues can shape the course of your business interactions.

Building Trust and Credibility

Trust is a cornerstone of successful business relationships, and body language plays a pivotal role in establishing it. A firm handshake, steady eye contact, and an open posture all convey confidence and sincerity, signaling to others that you are reliable and trustworthy. On the flip side, closed-off body language — such as crossed arms, avoiding eye contact, or slouching — can suggest discomfort, disinterest, or a lack of confidence, potentially raising red flags in the minds of colleagues, clients, or business partners.

Demonstrating Confidence

In business, confidence is key. The way you present yourself physically can greatly influence how others perceive your level of confidence. Standing tall with your shoulders back, using purposeful hand gestures, and maintaining good posture all communicate self-assurance. Conversely, slumping, fidgeting, or constantly looking down can give the impression that you're insecure or unsure of yourself, even if that’s not the case.

Confidence in your body language can also make you appear more authoritative, which is particularly important in leadership positions. Leaders who are able to project confidence through their body language are more likely to inspire trust and loyalty from their teams, gain respect from peers, and handle stressful situations with poise.

Reading the Room

Effective business professionals know how to “read the room” — that is, to pick up on the non-verbal cues of others to understand their emotions, reactions, and underlying concerns. Being attuned to the body language of colleagues, clients, and partners helps you adjust your approach and communicate more effectively.

For instance, if you notice that someone’s arms are crossed, their gaze is averted, or they seem restless, you might infer that they are feeling defensive or disengaged. Recognizing these signs allows you to adjust your tone or message to keep the conversation productive and open.

On the flip side, if people are leaning in, nodding, and making steady eye contact, it indicates that they are engaged and receptive to what you’re saying. These subtle clues can guide you in knowing when to push forward or when to pull back.

Influencing and Persuading

In negotiations, sales pitches, and other business interactions where persuasion is involved, body language can be a powerful tool. Studies have shown that gestures, facial expressions, and posture can influence how persuasive and credible you appear. For example, open hand gestures and maintaining good eye contact can make you seem more approachable and trustworthy, while leaning slightly forward signals interest and commitment.

Mirroring the body language of the person you’re speaking with — such as matching their posture or gestures — can also create a sense of rapport and connection. This subtle mimicry builds a sense of mutual understanding, making the other person more likely to agree with your position or proposal.

Chris Coltran is the author of multiple books including Selling to your Grandmother and the Grandmother Philosophy — the philosophy of “treating people like you would treat your own grandmother.” He has conducted workshops and seminars for over 20,000 participants. Chris’ latest book, Exspeaktations – What you Say is what you Get and the accompanying 21-step I AM Intention Tracker focuses on mindset and the power that your words and thoughts have over your outcomes. Thoughts become your words, words produce your actions and actions determine your future.  The I AM Intention Tracker is already being used in coaching and training sessions for professionals. Learn more about Chris by visiting www.c2unlimited.com