From the course: Win New Business by Running Great Client-Facing Meetings
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Nonverbal versus verbal messages
From the course: Win New Business by Running Great Client-Facing Meetings
Nonverbal versus verbal messages
- Body language says I can and I care. Our body language is another form of communication that tells clients about our credibility, our empathy, our trustworthiness. It's also a remarkable source of additional insight into client motivations if we're paying close attention. On many occasions, I've given instructions from the front of a room to groups of people, 10 at a time and 800 at a time, and I'll say, touch your index finger to your chin, but what I'll actually demonstrate is touching my finger to my cheek. Greater than 80% of the group on average will do as I do not as I say. They'll touch their cheek not their chin because I'm touching my cheek. I'm saying touch your chin. This exercise illustrates the power of nonverbal communication over verbal communication. Your audience is taking as much from how you behave as from what you're saying. There's a very well-known study that was done years ago having to do…
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