{"id":14214,"date":"2018-01-31T08:23:51","date_gmt":"2018-01-31T14:23:51","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=14214"},"modified":"2019-05-16T14:52:37","modified_gmt":"2019-05-16T19:52:37","slug":"the-non-verbal-advantage","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2018\/01\/the-non-verbal-advantage\/","title":{"rendered":"The Non-Verbal Advantage"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container-fluid\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3 class=\"\" style=\"text-align: center;\">Sometimes successfully closing a sale comes down to slight advantage.<\/h3>\n<p class=\"\">One of the overlooked aspects of selling is communication, specifically nonverbal communication.&nbsp; I get the chance to discuss this topic with salespeople often&#8230;and often it is overlooked.&nbsp; <a href=\"https:\/\/www.inc.com\/kevin-hong\/mark-cuban-says-sales-is-key-to-success-in-any-field-studies-say-focus-on-this-1-thing-to-improve-instantly.html\">This Inc.com article<\/a> provides a good reinforcement to nonverbal communication&#8217;s importance.<\/p>\n<p class=\"\">Consider this fact:<\/p>\n<blockquote class=\"\">\n<p class=\"\">&#8230;there are three elements that account for how well we receive someone&#8217;s message and they impact us differently:<\/p>\n<\/blockquote>\n<ul class=\"\">\n<li>\n<blockquote><p>7 percent words<\/p><\/blockquote>\n<\/li>\n<li>\n<blockquote><p>38 percent tone of voice<\/p><\/blockquote>\n<\/li>\n<li>\n<blockquote><p>55 percent body language<\/p><\/blockquote>\n<\/li>\n<\/ul>\n<p class=\"\">I&#8217;ve read articles recently that bring up these topics in different forums.&nbsp; Smile while you record your voicemail greeting, tell your story to your prospects to connect on a personal level and measure your breathing when talking.&nbsp; The focus of most salespeople is words, but there is this larger opportunity to gain an edge using the nonverbal channels.<\/p>\n<p class=\"\">There are 4 items in the article that the author recommends to improve your sales effectiveness.<\/p>\n<ol class=\"\">\n<li>Fix your posture.<\/li>\n<li>Use hand gestures.<\/li>\n<li>Focus on facial expressions.<\/li>\n<li>Speak clearly.<\/li>\n<\/ol>\n<p>I agree with all of them &#8211; this is low-hanging fruit for all salespeople.&nbsp; The most important of the four suggestions is number 3 &#8211; understanding facial expressions.<\/p>\n<p class=\"\">From the article:<\/p>\n<blockquote class=\"\">\n<p class=\"\">&#8230;her team found out that high-performing salespeople&nbsp;scored almost twice as high on the study&#8217;s metrics on reading facial expressions compared to low performers.<\/p>\n<\/blockquote>\n<p class=\"\">This ability is measured in our assessments.&nbsp; Empathetic Outlook is the ability to read other&#8217;s expressions, to understand what their emotional state is <em>without<\/em> words.&nbsp; This ability is critical for successful selling even in phone-based positions.&nbsp; The importance of this ability cannot be overstated.&nbsp; Salespeople without this ability have a tin ear, sometimes robotic approach to prospecting and qualifying.&nbsp; In the worst case, they come across as cocky.<\/p>\n<p class=\"\">The tools we use help you know a salesperson&#8217;s ability in these nonverbal skills.<\/p>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/contact-us\/\">Contact Us Today<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sometimes successfully closing a sale comes down to slight advantage. One of the overlooked aspects of selling is communication, specifically nonverbal communication.&nbsp; I get the chance to discuss this topic with salespeople often&#8230;and often it is overlooked.&nbsp; This Inc.com article provides a good reinforcement to nonverbal communication&#8217;s importance. Consider this fact: &#8230;there are three elements that account for how well we receive someone&#8217;s message and they impact us differently: 7 percent words 38 percent tone of voice 55 percent body language I&#8217;ve read articles recently that bring up these topics in different forums.&nbsp; Smile while you record your voicemail greeting, tell your story to your prospects to connect on a&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2018\/01\/the-non-verbal-advantage\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":14269,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,1736],"tags":[903,142],"class_list":["post-14214","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales-success","tag-communicating","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-3Hg","jetpack-related-posts":[{"id":42491,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/05\/14-tips-for-improving-communication\/","url_meta":{"origin":14214,"position":0},"title":"14 Tips For Improving Communication","author":"Derrick Moe","date":"May 16, 2019","format":false,"excerpt":"Is there anything more important in sales than being able to effectively communicate?\u00a0 I dare say no - it is a crucial skill for any sales or sales leadership role.\u00a0 This Entrepreneur article states that 55% of communication is nonverbal.\u00a0 I have seen other studies estimating that number to be\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/05\/Screaming-Communication.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/05\/Screaming-Communication.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/05\/Screaming-Communication.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":677,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/8-forms-of-nonverbal-communication\/","url_meta":{"origin":14214,"position":1},"title":"8 Forms Of NonVerbal Communication","author":"Derrick Moe","date":"February 20, 2007","format":false,"excerpt":"One of our readers sent an email this past week questioning the \"experts\" that claim the vast majority of communication is nonverbal. I searched around for more information on this topic and found this about.com page - Types of Nonverbal Communication. This page breaks down 8 different forms of communication:\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":70,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/reading-the-non-verbal-signs\/","url_meta":{"origin":14214,"position":2},"title":"Reading the (Non-Verbal) Signs","author":"Lee Fratzke","date":"May 31, 2006","format":false,"excerpt":"How to Read Your Prospect Like a Book! by John Boe is a quick read article from Sales Vault with some great tips on understanding the nonverbal cues a prospect\/client is sending you. He states: ...that one of the easiest and most effective ways to close sales is to be\u2026","rel":"","context":"In &quot;Interview&quot;","block_context":{"text":"Interview","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/interview\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":450,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/esteem-vs-empathy\/","url_meta":{"origin":14214,"position":3},"title":"Esteem vs. Empathy","author":"Derrick Moe","date":"November 20, 2006","format":false,"excerpt":"Successfully hiring strong salespeople involves many facets, but I want to focus on a particularly important item. Sales requires a fine-tuned blend of self-esteem and empathetic outlook to be effective. First, let's define these terms for the context in which we are using them: Self-Esteem - The ability of a\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2443,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/10\/impression-management\/","url_meta":{"origin":14214,"position":4},"title":"Impression Management","author":"Derrick Moe","date":"October 12, 2010","format":false,"excerpt":"I am a psych major.\u00a0 As my mother likes to say, \u201cI\u2019ve never met a psychologist who didn\u2019t need their own services.\u201d\u00a0 Although I am not a psychologist, I get the gist of her commentary. In that vein, I was revisiting some of my antiquated text books in search of\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":462,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/no-email-fridays\/","url_meta":{"origin":14214,"position":5},"title":"No Email Fridays","author":"Derrick Moe","date":"November 29, 2006","format":false,"excerpt":"I am an email junkie so I wasn't aware of any \"problems\" until I read this BusinessWeek article - *!#@ The E-Mail. Can We Talk? The problem isn't the distraction of spam or stuffed inboxes. Nor is it the potential for legal liability. The concern, say academics and management thinkers,\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/01\/Gesture.png?fit=560%2C315","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/14214","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=14214"}],"version-history":[{"count":3,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/14214\/revisions"}],"predecessor-version":[{"id":45525,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/14214\/revisions\/45525"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/14269"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=14214"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=14214"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=14214"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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