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Believe it or not, your body language and tone of voice speak louder than your words. When first meeting someone, your impression of them is based substantially on how they dress, move, look, and sound. We don't pay much attention to what they say as how they say it.
Even after we know someone, we believe her body language even more than her words. If her words don't match other non-verbal messages, we don't believe what she is telling us.
"Nonverbal" communication is any communication we have other than words. Following are examples of each area, along with suggestions for improving your nonverbal communication.
o Eye Contact. Avoid darting eyes. Don't look at the floor or ceiling during a conversation. "Shifty eyes" do not give a positive impression. Maintain direct, extended eye contact. Look directly at the person to whom you are speaking.
o Posture. Stand up straight. Avoid tilting your head to the side. Do not act tense, withdrawn, or meek.
o Gestures. Don't have your hands irrelevantly in the air. Don't use your hands to cover your mouth. This is interpreted as a lack of confidence in what you're saying. Don't cradle your head in your hands.
A message accented with appropriate gestures takes on added emphasis. Your gestures amplify your words by reinforcing what you are saying.
o Facial Expression. Smile only when you mean to smile. Avoid compulsive smiling. Smiles are beautiful when they are sincere. But forced smiles can be distracting and interpreted negatively.
o Movement. Your walk tells a lot about you before you open your mouth. We make judgments about people by watching them move. You want to have a confident stride, but not distracting. Walk purposefully without looking like you're going to run people over.
o Pacing/Rate. Pacing pertains to how quickly or slowly you speak. We make judgments about people based on the rate of their speech. Learn to control your rate of speech. If a Prospect speaks slowly, follow suit and slow down your delivery.
o Tone of Voice/Inflection. A level, well-modulated conversational statement is convincing without intimidating. Make sure your tone of voice matches your intent. Sound certain when you are certain.
o Professional Appearance. How you dress affects how people perceive you. The purpose of your attire is to give the impression you are a competent professional, put the prospect at ease, and be comfortable yourself. You can use your attire strategically. You want to look like someone your Prospects would want to do business with.
You can see that the nuances of your personal presentation contribute to-or take away from-your credibility and professionalism. Become aware of what your body is saying, and take control over those messages.
© 1989 Morgan Seminar Group
_______________________Rebecca L. Morgan, CSP, is a dynamic speaker and seminarist. She is the author of four books, TurboTime: Maximizing Your Results Through Technology, Calming Upset Customers, Life's Lessons: Insights and Information for a Richer Life, and Professional Selling. For information on her speaking services, books, and tapes contact her at 1440 Newport Ave., San Jose, CA 95125, 408/998-7977, 800/247-9662, fax: 408/998-1742, rebecca@RebeccaMorgan.com, www.RebeccaMorgan.com. Please contact Rebecca for permission to reprint or repost this item.
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