Nonverbal Communication

How Is Your Nonverbal Communication?

A PROFESSIONAL INFLUENCE lesson on body language

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In our certified course "Professional Influence," we spend a lot of time discussing the right words to use.  Powerful usage of embedded commands and other linguistic marvels are common place within this system.  There is, however, another facet of communication that is equally important; that is the area of nonverbal communication.   What are we telling our audience with our body language (physiology)?

As presenters, it is our job to identify any traits that could be sending the wrong message.  In many cases, a presenter will exhibit gestures that are incongruent.  When the body language, tonality and actual content of the words you say are incongruent, your message will likely be rejected!

Here are just a couple of excerpts from our in-depth public speaker training.  Note:  While this is directed to public speakers, most of these rules hold true when presenting to just one prospect.

 



AVOID THE FOLLOWING TYPES OF NON VERBAL COMMUNICATION:

THE DISTORTER

altBODY LANGUAGE: The body is distorted, disjointed and completely incongruent.  This is an asymmetrical physiology.

This NONVERBAL COMMUNICATION says:

“It is not my fault.”

“I am not confident with my material.”

“I am not prepared to speak with you today.”

Please don’t blame me, the company makes me do this.”


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“I don’t know, I am just the messenger.”

The DISTORTER usually has an angular spine.  The arms are at incongruent angles.  They generally vary in tonality between highs and lows.  It is not uncommon for their speech patterns to have a distracting pace.  Some people call this body language the “Teapot.”

This person will usually distract his audience to a point where the message becomes distorted and otherwise useless.  AVOID THIS AT ALL COST!





THE EVALUATOR

altBODY LANGUAGE: Hand on chin,  arms folded

This NONVERBAL COMMUNICATION says:

“I am in charge.”

“I am an authority.”

“I am reasonable.”

“I am logical.”

“I know the facts.”




The EVALUATOR will have a tendency to be monotonous.  The words used will likely be unspecific.  

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Although this posture appears to be completely rational and analytical, it will alienate your audience.

THE ONLY TIME A COMMUNICATOR SHOULD USE THIS POSTURE is when listening to a question.  Once the question has been asked, you should immediately break out of it. NEVER USE THIS POSTURE WHILE SPEAKING.


THE BLAMER

altBODY LANGUAGE: Leaning forward, pointing the finger

This NONVERBAL COMMUNICATION says:

“It is your fault.”

“If you listened to me you would not be in this mess.”

“You people do not know what you are doing.”

"She is a slut" (just kidding that is just a limbaugh thing).

“Listen to me because what you think is irrelevant.”

The BLAMER communicates that he is more concerned with making you wrong than actually having a solution.

CLEARLY YOU WOULD NEVER WANT TO EXHIBIT THIS POSTURE IN ANY SETTING.

One of the great examples of the destructiveness of this posture, is radio personality and right wing conservative voice, Rush Limbaugh.  Regardless of what you might think of his politics, Limbaugh is a powerful voice.  Many feel he IS the voice of conservatives.  His popularity is not in question.

With that said, Limbaugh has never been able to crack into television.  Many thought his TV career was all but set in stone, yet time and time again his attempts to have a successful television show has resulted in failure.  Limbaugh’s ratings, even amongst his loyal fans (ditto heads), were dismal.  These failures sent him running back to radio.

Why?

Because he clearly exhibits awful body language when he speaks.  What a fascinating example of what not to do!


THE APOLOGIST

altBODY LANGUAGE: Palms in an upward and open direction, arms usually extended.  The arms and hands can sometimes be found below the waist line as well.

This NONVERBAL COMMUNICATION says:

“Help me.”

“Accept me.”

“I just want to please you.”

“I agree with whatever you say”

“I am sorry.”

The APOLOGIST exhibits vulnerability.  He wants to be ingratiating and accepted.  The apologist gives off weakness and therefore gives away his leverage to the audience.  This speaker discredits his own company and does damage to the very cause he was commissioned to campaign for.

CLEARLY ALL PROFESSIONALS WANT TO AVOID THIS POSTURE.

OK, so what is the correct body language?


THE POWERFUL COMPASSIONATE

altBODY LANGUAGE: Arms and hands always within the zone (the zone is the area above the waist and below the middle of your face).  The arms are rarely, if ever extended.  Gestures are performed with the elbows bent.  Gestures are made with symmetry.  The hands move around but always within the zone.  Even the “global” gesture (which has both hands making the shape of a globe) is done with precision and speed.  For only a brief moment will the hands pass as high as the middle of the face and never as low as the waist line.

HOW TO USE THIS POSTURE: Pretend that you are standing on two scales, one under each foot.  You are standing on these scales with so much balance that each scale shows the same exact weight.  This is a balanced posture!

altThis NONVERBAL COMMUNICATION says:

“This is the way it is.”

“I am sure of what I am saying.”

“I am an authority, yet still humble.”

“I am a leader who cares about what you have to say.”

“Let me give you the facts.”

“This is how things are.”

The POWERFUL COMPASSIONATE will assert authority.   They have a way of calming people down.  THE AUDIENCE FEELS COMPELLED TO LISTEN AND FOLLOW!  The presenter shows tremendous leadership and instills confidence in the audience.  He exudes both power and compassion for the audience.  This of course is what we want to communicate.

Employ this body language and watch your income grow.  Then send me an email telling me about your victories!

Have a great week of influence!

 

WANT TO DISCOVER MORE?StickmansignPI600

We teach a more indepth version of this topic in our certified course "Professional Influence." You may already know that employers are attracted to people that are different, new and unique.  Today we have overwhelming scientific proof that sales people that differentiate themselves from the crowd are more successful.  They are more likely to close that sale, get that promotion and have longer lasting relationships. 

Show your employer that you are deadly serious about reaching the companies goals.  Increase your income and line yourself up for the next big promotion.  All of this can and will be achieved when you enroll in the "Professional Influence Certification Course." 

Upon successful completion of this course you will become CERTIFIED!  Your certification goes on the "BIO" page and is registered with the INSTITUTE FOR THE STUDIES OF PROFESSIONAL INFLUENCE (ISPI).  As you read through this you may begin to realize that a link to this bio page can also be a powerful part of your resume. 

Are you ready to take your game to the next level?  If so email us at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .  For more information about this and other certification courses simply click here.

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