{"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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[14,1736],"tags":[903,142],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/01\/Gesture.png?fit=560%2C315","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-3Hg","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/14214"}],"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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