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What is your body language telling customers? Does that impact sales?
Professor Albert Mehrabian has pioneered the understanding of communications since the 1960s. He received his PhD from Clark University and in l964 commenced an extended career of teaching and research at the University of California, Los Angeles. He currently devotes his time to research, writing, and consulting as Professor Emeritus of Psychology, UCLA. Mehrabian's work featured strongly (mid-late 1900s) in establishing early understanding of body language and non-verbal communications.
Aside from his many and various other fascinating works, Mehrabian's research provided the basis for the widely quoted and often much over-simplified statistic for the effectiveness of spoken communications.
Here is a more precise (and necessarily detailed) representation of Mehrabian's findings than is typically cited or applied:
The following is a more common and over-simplified interpretation of Mehrabian's findings, which is quoted and applied by many people to cover all communications - often without reference to Mehrabian, although Mehrabian's work is the derivation.
It is understandable that many people prefer short concise statements, however if you must use the simplified form of the Mehrabian formula you must explain the context of Mehrabian's findings. As a minimum you must state that the formula applies to communications of feelings and attitudes.
Here's the overly-simplistic interpretation. Where you see or use it, qualify it, in proper context.
Other important contextual and qualifying details are:
Mehrabian did not intend the statistic to be used or applied freely to all communications and meaning.
Mehrabian provides this useful explanatory note (from his own website www.kaaj.com/psych, retrieved 29 May 2009):
"...Inconsistent communications - the relative importance of verbal and nonverbal messages: My findings on this topic have received considerable attention in the literature and in the popular media. 'Silent Messages' [Mehrabian's key book] contains a detailed discussion of my findings on inconsistent messages of feelings and attitudes (and the relative importance of words vs. nonverbal cues) on pages 75 to 80.
Total Liking = 7% Verbal Liking + 38% Vocal Liking + 55% Facial Liking
Please note that this and other equations regarding relative importance of verbal and nonverbal messages were derived from experiments dealing with communications of feelings and attitudes (i.e., like-dislike). Unless a communicator is talking about their feelings or attitudes, these equations are not applicable. Also see references 286 and 305 in Silent Messages - these are the original sources of my findings..."
(Albert Mehrabian, source www.kaaj.com/psych, retrieved 29 May 2009)
The 'Mehrabian formula' (7%/38%/55%) was established in situations where there was incongruence between words and expression.
That is, where the words did not match the facial expression: specifically in Mehrabian's research people tended to believe the expression they saw, not the words spoken.
yes body language:
1- voice
2- body reaction
3- smile
will effect
Albert Mehrabian (born 1939 in an Armenian family in Iran), currently Professor Emeritus of Psychology, UCLA, has become known best by his publications on the relative importance of verbal and nonverbal messages. His findings on inconsistent messages of feelings and attitudes have been misquoted and misinterpreted throughout human communication seminars worldwide, and have also become known as the 7%-38%-55% Rule, for the relative impact of words, tone of voice, and body language when speaking. Mehrabian also constructed a number of psychological measures including the Arousal Seeking Tendency Scale.
I agree with specialties answers, thanks for the invite.
The way you listen, look, move, and react tells the other person whether or not you care, if you’re being truthful, and how well you’re listening. When your nonverbal signals match up with the words you’re saying, they increase trust, clarity, and rapport. When they don’t, they generate tension, mistrust, and confusion
When we interact with others, we continuously give and receive wordless signals. All of our nonverbal behaviors—the gestures we make, the way we sit, how fast or how loud we talk, how close we stand, how much eye contact we make—send strong messages. These messages don't stop when you stop speaking either. Even when you're silent, you're still communicating nonverbally
Yes, body language is very important in any communication. It is more important how you put across your point rather than what you say. These include aspects like eye contact, enthusiasm with which you put across your point, your tone, how you modulate your voice which shows how sincere, honest & convincing you are. When in an interview other aspects such as your attire, the way you walk in & how comfortably & confidently you sit throughout the interview adds up to how & what you say.
agree with experts answers...
For as long as it was able to skilled salesmen read body language even if they realize that they are doing so, The customer who is sitting on the edge of the chair shows the willingness to buy. The seller knows the skilled time to complete the transaction before the customer's utter commitment to purchase through a note movements carried out.
It is usually the signal for the commitment to buy through body language whether it is a commitment to reach a compromise or a new plan or buy a new product ... etc. The most famous of commitment marks are signs of relaxation such as the lack of networking foot and my ankle individual hands and arms towards the seller and move to the chair Introduction All these movements suggest listening to the other party and interest in the message conveyed by him. Or are setting the other end feet above the other and held his arms tightly to his chest and fell backward in its meeting, it means you did not affect it also means that he had received what you're trying to say to him and it is necessary to change your style to win his trust again.
When the listener begins to head with gestures and movements used used with bent forward, it means that ye on the same wavelength. It is important to recognize these signs at an early stage and continue the commitment process. But if that does not happen, then you will continue to talk unnecessarily causing boredom to the customer and paid to change his mind. Through accurate reading of body language, you will know the right time to complete the modern and the right time to change the course or termination of the discussion altogether.
In addition to body language that the client uses should consider the language used by you? Man sends numerous signals. Even if the listener was not adept at reading body language, not necessarily be affected by movements that use them. Even if people did not understand the ways of non-verbal communication, they act upon them. It is important not to contradict the body language that you use words that disgorged, which often happens. That would create a big problem for you. Others were forcing it to search for dual messages in their conversations with you.
It has generated feelings and defensive anger and frustration as a result of the use of the language characterized by aggressiveness, control and manipulation. Speaking of political games and lack of confidence because of the language. You're in you're capable of creating an environment full of advantages or problems through body language you use, research has shown that people who sit in their session Itbston and feel more able to persuasion and the interaction of those relaxed cowering in their session. The following tips may help you to maintain cooperation between you and the workers, supervisors, clients and other people, but also increase it.
Should the importance of reading body language has become clear now. Studies have shown that people who do not express their faces for anything that does not affect the others or that their influence be simple. Simple Valaame head may be very influential, and Nodding his head and smiling encouraged others to Altaaaran feelings too.
As already mentioned, is the body language is important and essential in the communication processes and the skill to understand this language and use of the important parts of the success of communication operations. The dexterity in the use of this language lets you know the needs and desires of others and self-expression as well. However, the body language of science is minute. The combined signals are used by man as keys to the positions of others and feelings, but they are not proof of anything. Tested and make sure you understand the language used by people around you rather than risk your situation with people by taking abrupt decisions. And provide the basis of body language makes assumptions must be tested and validated conclusions do not work through it. If all of these things for you failed, you went to use the frank and forthright words.
............................agreeee with all answers.........................
written form ... email or other documents sent electronically or via mail (hardcopies via Postal service)
emotional/body language ranging from a fraun, smile to hand and body gestures
I agree with the colleagues answers and I might add that we as humans are social creatures that was social before even we had a modern language to have a conversation with, that made us communicate in more than just words and verbal interactions, body language is crucial to communications between us humans.
