“What do you really mean by that”? Reading Body Language for Intelligence and Persuasion
All of us read other’s body language. Do we get it right?
If you are a sales person, negotiator or supply chain professional -
- Can you tell when the other side shifts from active evaluation to buy in, or moves from hesitation to concern or early opposition?
- Do you know when someone is withholding crucial information – or seeking to deceive you about quality, budget, or price? Do you know the first essential signs of deception?
Have you ever been mis-read – or misread others? Studies show that well over 75% of all communications are non-verbal. It’s not just what people do with their faces, arms and hands, but also what they do with objects around them, and the timing, tone, and pitch of their voice.
Professional nonverbal communications training lays the foundation for understanding – and personal influence. Despite the tone taken by popular shows on the subject, all successful body language reading starts with accurately measuring key baseline behaviors of the other party.
Professional Body Language is part of Conversational Sales IntelligenceTM. These techniques originated in the US Intelligence Community, but are specifically tailored for business. They help you harvest the information and influence you need, in ethical ways that would make your mother proud.
This 45-minute introductory webinar will cover:
- The criticality of the baseline and how to get it
- How people use distance and obstacles to send messages of alignment
- Distance and deception: Essential clues for whether you’re getting the full truth from prospects, suppliers, and others
Takeaways. As a participant, you will learn –
- How to get a baseline measure of your target’s behavior
- Three specific ways to judge if someone is moving closer to or away from your position
- What prospects and suppliers do when they are obscuring the full truth (budgets, decisions, timelines)
Improve your ability to see shifts in people's attitudes and beliefs in time to adjust your approach to them
Use your own body language (including objects at hand) to improve connection and rapport
Start being able to better detect when the other person is withholding important facts from the discussion