“The Sales Moment; Issue #107″

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A Psychological study I reviewed suggested that seven percent (7%) of the effect you have on others depends on what you say from the mouth, thirty-eight percent (38%) the manner in which you say it and fifty-five percent (55%) by your body language. So, ninety-three (93%) of your message and emotion is being conveyed without saying the actual words.

“The most important thing in communication is hearing what isn’t said.” ~ Peter Drucker

Nonverbal communication is a two-way street. The moment you meet someone, they begin forming an opinion of you. Here are a few things to consider when creating a great first impression:

• Appropriate dress: Clean, neat and conservative will always relate to more people.
• Posture: Stand and sit up straight. Think “up.” Convey energy
• Smile and Make Good eye-contact: Be positive and confident.
• Firm handshake: Avoid a limp hand or squeezing too hard.
• Hand gestures: Keep your hands relaxed and avoid excessive movements.
• Tone of voice: Speak clearly and confident.

You must also consider the body language of the other person. A common mistake many people make is to ignore the other person’s reaction while they are concentrating on the message they want to deliver. The other person may be fidgety, anxious, angry or bored. To ignore these clues could lead to less than desirable results.

When I notice any of these clues, I ask questions to engage the other person. If it is appropriate, I will ask if we need to cut the meeting short and reschedule. My goal is to minimize stress and create rapport and trust. This cannot happen if the other person is distracted and busy with another issue.

You can increase your credibility and success by recognizing positive and negative body language in the people you meet. We will discuss this in more depth in a future issue of The Sales Moment.

Have a great week!

Pierce