The Secret Language of Business
By Kevin Hogan
The Secret Language of Business is Nonverbal Communication.
Do not confuse Body Language with Nonverbal Communication.
Body Language is just what the phrase implies.
Nonverbal communication includes body language but includes all the far more important aspects of communication.
The least important elements in communication and selling are words and body language.
Far more important are the context a sale is being made within. That context includes both the meeting, the meeting place, the perceptions of the person's name, the perception of the company the salesperson works for, the perceived authority and status of the sales person and all of the same perceptions from the salesperson's point of view, about the customer.
And there is more.
The distance between two people changes "yes" into "no" and "no" into "yes" far more quickly than any words you can speak or gestures you can make.
The duration of time spent within spatial regions around another person or within a group have the same effect.
This is all nonverbal communication and this is all part of The Secret Language of Business.
Here is a specific application of the Secret Language of Business that you can use five minutes from now.
Intention: Optimize your location from your customers point of view to cause a "yes" response if it is possible. (Where will you sit, exactly? Where will you stand, precisely?)
Background : The right brain hemisphere of a right handed person stores emotional and autobiographical memory to a significant degree. The left hemisphere has Broca's Area, and accomplishes much of the logic, spatial and analytical thinking.
The right hemisphere of the brain is largely activated when a person looks to their extreme left. (cover your right eye with your hand, look "hard left" but don't turn your head) In two minutes you will report some form of anxiety or fear. Some people experience panic. (assuming you are right handed!)
The left hemisphere of the brain is largely activated when a person looks to their extreme right. (cover your left eye with your hand and look "hard right." but don't turn your head) In two minutes you will report some form of "calm," "comfort," "fine," "no problem, why? (again this assumes you are right handed)
Utilization: With right handed customers, you will sit to their right so they look right, activating more of the left brain. Logical, non-emotional, non fear and non anxiety producing...
Research in selling situations shows calm exhibited in contrast to discomfort and anxiety when the salesperson is seated to the left of the customer.
Similar research has been done for attraction and attractiveness. People seated to the right of someone are perceived as significantly more attractive than if they were seated to the left of the same person.
And in therapy you see similar but more dramatic results. Calm vs. anxiety and fear.
Results: With right handed individuals you will accomplish more in a shorter amount of time, get to "yes," much quicker in a significantly greater environment of trust, attraction and perceived credibility.
Left handed people?
You'll have to pick up a copy of The Secret Language of Business . I'll tell ya' lefties can be a challenge until you know how to set them at ease.
Cool?!
Kevin Hogan, Psy.D. is the author of 19 books. The Psychology of Persuasion is Kevin's best known and classic book. It has sold well in excess of a million worldwide copies, having been published in almost three dozen languages. Today Kevin offers keynote and half day presentations to businesses ready for new information and a new approach to adding greater profit through the secret language of business. www.kevinhogan.com is the place you can get over 300 articles just like this one.
Travis Miller & Jimmy Vee
Today you can pick up Kevin's book the Secret Language of Business at amazon.com here
If you forward your receipt to slb@kevinhogan.com. You'll then receive a fast response from Kevin's staff that will email you the secret website where you can pick up all kinds of fresh bonuses and gifts. And do check them out because the value is significant. You know we are straight-talkers so we're not going to over inflate the value with some ridiculous number here. But it's good stuff.
There's even a bonus from the two of us!
Kevin has 19 books out on the shelves and he is published by the same publisher we are. We even have the same editor! Kevin set us a pre-release copy of this book and it's very good. We also have several of Kevin's other book around the office all flagged with many sticky flags for future reference. That's the mark of a good book around here.
The Secret Language of Business is all about bringing the science of nonverbal communication into the office and the selling environment. Share the love and get a copy for yourself and someone you like.
Reader Comments (2)
Kevin writes about context. Truth is, context is far more important than content, because it’s in the context, usually unconscious, that much of the connection, bonding, and persuasion takes place.
But it’s not just the physical context. There is the often overlooked but always essential, emotional context, that level of a transaction where the value is established.
You know the old sales maxim: We buy emotionally and justify logically. Well the emotional context extends beyond just the buying. It include the values of authenticity connection (know), authenticity (like), transparency (trust), and the identification with the seller’s product as well as the seller him/herself.
It’s when the buyer identifies with the seller that the sales is closed. The rest is detail. No identification, no sale.
Context is definitely external, but more importantly internal.
Jim Sniechowski
http://www.bridgingheartandmarketing.com/blog
Interesting to see how people think differently depending upon their dominant hand. I just received your book via Amazon and I'll be by to pick up Kevin's book soon. This is useful information for me since I am in sales (mortgages) and I see many people on a daily basis. I'd be interested in seeing if I can achieve a higher "closing ratio" with my clients, I'll start keeping track of the results beginning April 1st. If the results are suprising, I'll be sure to let you and Kevin know.
I am looking forward to reading your book and then I'll be off to Kevin's.
Sincerely,
The Upfront Mortgage Broker
Joe Bartolotta