The Simple Nodding of the Head

The simple nodding of the head

According to UCLA’s retired professor Albert Mehrabian’s study is that words, body language and tonality all have a role when communicating. Think about it, visualize yourself with a look of WTF and saying Hellooo. The word hello is actually a greeting, however with the proper body language and tone it changes the meaning completely. Now that is a very obvious example, when used in normal conversation it is more subtle.

Below is Mehrabian’s scale of words, tonality and body language.

So now that we know that one of the best things you can do in a sales situation is to use body language, combined with the proper tonality and words.

Check out Ohio State University’s study nod your head yes, now think about its power on a listing appointment. The key to remember is we are not going to convince someone to sell their home if they not motivated to do so. If they already made the decision to sell, you have made your presentation and they are considering you. Your nodding yes can cause them to nod yes, that causes them to have more confidence in their decision.

When crafted properly words, tonality, and body language are VERY powerful and persuasive.

Let’s look at tonality for a minute. We all have a cadence and rhythm when we speak at which point the words start to disappear (7%) in the conversation.

To combat that and to make sure your audience is hearing the message you want them to hear, you need to have carefully crafted verbal cues that have the proper tonality and body language especially on the phone.

There is a technique called an embedded command.  An embedded command is set of instructions properly placed into a sentence and marked out by pausing and using a subtle shift in tonality and/or a non verbal cue (body language).

You want to pause before and after the command and to subtly shift your tonality.

Let’s look at a sentence for setting an appointment. You are on the phone and you are moving along in the conversation and it is now time to ask for an appointment.

Prospect is italicized- Three dots = a pause- Commands have a double underline

You said you want o buy a home in West Jordan, correct?

Yes

Then all we need to do now is… simply… set an appointment… that way… we can help you… find the best home in West Jordan… won’t that be great?

Yes

The same thing applies in person on a listing appointment.

You said you want to sell this because you are moving to Seattle correct?

Yes

Then all we need to do now is… simply… sign the contract… that way… we can get your home sold… and get you to Seattle… won’t that be great?

Don’t forget to follow the links above to get a deeper understanding of these techniques.

Watch the video below and notice the body language, the shift in tonality and the pauses.

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