The kinaesthetic person will use words like cosy, warm rough, smooth, comfortable. They like to touch things so are more likely to be running their hand over the surface of a counter or wall, may even hold or jiggle a pen or object around in their hand.
Hand to the face, crossing themselves are part of other cues that give you an idea how open or closed a person is. A hand moving towards the face (ear mouth area) can indicate an untruth is about to be disclosed or the person does not want to give something voice. Naturally you'll need to consider that with other indicators like what the mouth and eyes are doing at that moment too.
If a person is very expressive with a lot of gestures, do not imitate them. They will notice. And it's insulting to them because they will pick up on it. And to an onlooker it would look like a badly mimed sword-fight. Watch what the still part of the body does. Is it open or closed and that is the one you can use to gain rapport.
Gaining rapport is usually done subtly. If you're really congruent you'll more likely do it anyway and naturally. As we naturally adjust our posture tone and breathing to someone we connect with. So if you do find yourself connecting with someone who is physically expressive you may find you do a bit more physical expression yourself. However it will be less expressive than the one who uses their arms hands and body to express themselves as part of their natural personality. They may be trying to tone it down and it doesn't allow them to do that if you start leading them to do it more.
In all I don't think you have to try too hard. Just remember when selling, to remember what the customer wants and do your best to help the customer get that. And if you cannot give them exactly what they want let them off easily. Or if you know they want something better, then you help the customer allow themselves to have that.
Alex
