From Inc.com:

Among the 50 states, Connecticut and Delaware offer the best economic climate for entrepreneurs and business, according to a new report by the Corporation for Enterprise Development, a private research group based in Washington.

The two states were alone in earning straight As on the group’s 20th annual report card of state economies for 2007, based on business vitality, performance, and development capacity.

Colorado, Massachusetts, and Minnesota also garnered high marks across all three categories.

That looks like a top 5 finish for our state. It is a bit surprising since the tax burden in this state is, well, burdensome. Nonetheless, there is a strong business infrastructure here. Obviously weather was not a factor in their ranking (it was -15 degrees here this morning).

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We are now establishing a theme for today’s posts. BusinessWeek.com offers this article regarding body language – It’s Not Your Mouth That Speaks Volumes. I’ve read these stats before but I always find them remarkable:

Only a small percentage of communication involves actual words: 7%, to be exact. In fact, 55% of communication is visual (body language, eye contact) and 38% is vocal (pitch, speed, volume, tone of voice). The world’s best business communicators have strong body language: a commanding presence that reflects confidence, competence, and charisma.

Do you ever stop and think of that percentage – only 7% of in-person communication is your choice of words. That’s amazingly minute. I think it is obvious that this is the reason why people get in trouble using email. So much of the context is lost when all you have are the words.

Here is a good tip when you are speaking in public:

Think openness. Remove physical barriers – podiums, computers, chairs. Even a folder on a desk can break the connection and create distance.

I have never thought about a folder on a table in front as breaking the connection, but I believe it to be true. The connection with a speaker does occur when they walk around the room without physical barriers in place.

Lastly, some job interview advice:

Stand – or sit – tall. Poor posture is often associated with a lack of confidence or a lack of engagement or interest. For example, during a job interview, leaning back in your chair can give the impression that you’re lazy, unmotivated, or dispassionate about the position. Keep your head up and back straight. Lean forward when seated. By sitting toward the front of your chair and leaning forward slightly, you will look far more interested, engaged, and enthusiastic.

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You Can Say Too Much Without Even Speaking – this is so true. This article dovetails nicely with our Sales Traits Series posted earlier today. From CareerJournal.com:

No matter what a job candidate might say, using the wrong body language can make them appear disinterested or even deceitful to recruiters.

I sat through an interview recently with a candidate who maintained eye contact without blinking. Ok, that may be an overstatement, but I was quite put-off by his intensity. Thankfully, I don’t think is mattered much to our customer.

That faux pas just happens to be the first one listed in this article:

1. Maintain the right amount of eye contact.
2. Don’t fidget.
3. Be conscious of posture while standing and sitting.
4. Avoid “closed” body language.

First, a quote straight from the article on point #1:

“People who don’t break from eye contact enough give me the willies,” says Mr. Moyer.

I couldn’t agree more. Now, in case you were wondering what “closed” body language is:

Body language such as crossed arms and clenched fists show defensiveness and tension, says Mr. Yate, who adds that they are physically closed positions.
…
Crossing your ankle over your knee with hands locked behind your head in what Mr. Yate calls the “rebel without a cause” look can make you look like unruly or difficult to work with, he says. “It’s the way an angry 17-year-old sits,” says Mr. Yate.

Instead, sit with your ankles crossed or feet flat on the floor and use open hand gestures which suggest friendliness, he says.

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This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to “read a situation” with amazing insight.

Understanding Attitude
The ability to read between the lines in understanding such things as body language, reticence, stress and emotions. Essentially, the capacity to grasp the intangible aspects of a complex situation.

A salesperson with strength in this area will utilize more than simply words to gather information about another.

A weakness in this area indicates a lack of ability to measure another’s attitude through indirect signs or signals.

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