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What You Don't Say Speaks Volumes

Posted By Administration, Tuesday, March 5, 2013
Updated: Friday, August 30, 2013

Sometimes I am fooled by prospects. I think the meeting went well but I don't get the business. Is there a way to better "read" the situation?

Every day we send thousands of non-verbal messages - our facial expression, our handshake, our tone of voice - just to name a few. Non-verbal communication impacts how we relate to others - and how they relate to us.

Some key components of non-verbal messages are:
  1. Facial Expression - Responsible for a large part of how we communicate. Consider what is conveyed with a smile vs. a frown.
  2. Tone of Voice - Volume, inflection and overall tone affect the meaning of sentences. Consider sarcasm vs. heartfelt expression of the same sentence.
  3. Body Language - Simple gestures such as arm crossing, stance or eye contact are easy to read. However, clients and prospects give us far more subtle body language that is often missed.

TIP:Pay attention to unspoken behavior such as eye contact (or lack of), a disconnect between what is being said in words and the tone and/or behavior behind it. You can improve your own spoken message by using body language to reinforce what you are saying, especially in presentations or giving a talk.

Not sure how to do this, or you want to learn more? Check out the March 7th IMCUSA Academy offeringMastering Magical Persuasion by Traci Brown. It's only $29 for members. 

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