Body Language Over The Telephone?
My favorite part of any speaking event is when I take questions from the audience. This is where I find out what people really want to know about communication. At one of my recent Student Body Language presentations a woman asked, “Can body language help me when I’m doing a job interview over the phone?”
Read MoreWhat’s In It For Me?
Most people seem to understand the value of non-verbal communication skills, but occasionally I am confronted by a person who has that “what’s in it for me?” attitude. While thinking about that question recently, I happened to recall the day I bought my current car. Michael, the salesman who sold my by Acura, is a great example of
Read MoreBody Language Lessons from Pawn Stars
I’ll admit it. I’m hooked on the History Channel show Pawn Stars. And since I’ve been watching it so much, I’ve noticed some interesting body language strategies that Rick and The Old Man use when they’re negotiating that I thought would be worth bringing to your attention. In negotiations there is an important tactic that
Read MoreA Good Handshake Brings In The Money
Dan Ariely is a behavioral economist. As I understand it, he studies the psychological and behavioral elements of how we make our economic choices. Recently, he described a fascinating experiment the illustrates the incredible power of body language. In brief, he took a scruffy college student, dressed him like a bum, and set him to panhandling on
Read MoreDealing With Resistance
You’re sitting across from a person you’re trying to persuade in some way. Maybe it’s a job interview, and you’re trying to convince him to hire you. Maybe you’re in sales and you’re trying to convince him to buy your product. Maybe you’re negotiating to buy something and you’re trying to convince him to bend
Read MoreA Great Example of Listening Beyond The Words
I’ll never forget when I first laid eyes on Marco. It was October of 2010. I was speaking on behalf of a large chewing gum manufacturer to independent salespeople in the candy industry. As I looked out on the audience, they were pretty much what you’d expect from people who sold candy. Mostly young, fresh faced,
Read MoreSure, You’re Making Eye Contact, But Is It The Right Kind?
Everyone knows how important it is to make eye contact with the people you’re talking to, but not all eye contact is the same. If you’re doing it right, you’re communicating to your conversation partner that you’re likeable, trustworthy, attentive. If you do it wrong, you could be communicating that you’re intense, aloof, domineering, or disinterested. Here
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