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An individual’s posture and gestures communicate volumes. The researcher Albert Mehrabian famously proposed that 55% of an individual’s determination to belief one other comes from nonverbal cues, also referred to as physique language.
Whereas that discovering is controversial and infrequently misinterpreted, there’s no denying that nonverbal cues, and the way you learn them, could make or break your interplay with a prospect. What can it inform us within the gross sales course of? When ought to we cease speaking and begin closing? Are you able to inform when an issue is about to develop?
One of many biggest advantages of understanding physique language is the flexibility to (nearly) learn the thoughts of the opposite individual. There are loads of books written on the topic. A few of these observations may sound easy and educational, however they’re so second nature, we have no idea we’re sharing worthwhile info. That’s what makes them really easy to miss, particularly if we’re specializing in delivering our presentation, not on the recipient.
Try the gallery for a head-to-toe information of alerts to observe for (in your self or a prospect) in your subsequent assembly.
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