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.
| Words | 7% |
| Tonality | 38% |
| Body language | 55% |
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 it’s power on an appointment. The key to remember is we are not going to convince someone to sell their home or buy insurance or any major ticket item if they not already motivated to do so. If they already made the decision to buy what it is you are selling, you have made your presentation and they are considering you. You nodding your head yes can cause them to nod their yes, that causes them to have more confidence in their decision.
When crafted properly words, tonality, and body language are VERY powerful and persuasive.
If you want to have fun. Please don’t do it in a professional setting, try shaking your yes while saying no. Watch the confusion on the person you are talking to.
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