What subtle signs, both in words and body language, does an expert watch for that show someone is ready and willing to commit to a deal?

An expert watches for a combination of subtle verbal and non-verbal cues that collectively signal a readiness and willingness to commit to a deal. Verbally, one key sign is a shift from exploratory or hypothetical language to concrete, future-oriented statements. This includes discussing implementation details, such as asking about timelines, next steps, or resource allocation, rather than questioning the fundamental premise of the deal. They might use ownership language, saying things like, “When we implement this, my team will need…” or “We would require…” This indicates they are internalizing the deal as a reality. Another verbal indicator is a change in the nature of their questions, moving from broad inquiries about value or concept to specific clarifications about terms, delivery, or support. For instance, instead of asking “What are the benefits?” they might ask, “How quickly can we provision the licenses once signed?” They may also begin to articulate solutions to minor remaining concerns within the framework of the proposed deal, rather than raising new objections or reopening previous points of contention. A conditional 'yes' is also a strong sign, such as, “If we can adjust this one payment term, then we are ready to move forward,” indicating a single remaining hurdle, not a fundamental doubt about the overall agreement. Decreased new objections and a focus on logistical specifics rather than strategic alignment further suggest commitment. They might also begin to inquire about internal processes on your side related to contract finalization, indicating they are preparing their own internal systems. Non-verbally, an expert observes body language that reflects openness, engagement, and alignment. An open posture, characterized by uncrossed arms and legs, signals receptiveness and reduced resistance. Increased and sustained eye contact often conveys sincerity, trust, and focused attention on the discussion, moving beyond mere politeness. Mirroring, which is the unconscious imitation of another person's body language, gestures, or even speaking pace, indicates rapport and a psychological alignment with the other party. Frequent and consistent nodding, beyond simple acknowledgment, suggests agreement and comprehension of the points being made, signifying an internal 'yes' to the propositions. A relaxed facial expression, with less tension in the jaw or forehead, indicates comfort and a reduction in internal conflict or apprehension about the deal. Reduced fidgeting, such as restless hand movements or shifting in their seat, points to increased focus and a decisive state of mind rather than indecision or anxiety. Importantly, an individual ready to commit may physically orient themselves towards the deal's documents, for example, leaning forward, placing hands on the table near the contract, or even reaching for a pen. Taking detailed notes on the specific terms, dates, or action items relevant to their side of the implementation further demonstrates a mental shift from evaluation to planning and execution, signifying a strong intent to commit.