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What is your body language saying? Perhaps you have heard about the "rule" that states that 90% of what a person hears is not verbal. The majority of the message that we receive when we speak with another person comes not from the words we use or the tone of our voice. Instead, it comes from the way we stand before the other individual. It is called "body language". This article from the Univesity of Texas Permian Basin (https://online.utpb.edu/about-us/articles/communication/how-much-of-communication-is-nonverbal/) explains. It was Albert Mehrabian, a researcher of body language, who first broke down the components of a face-to-face conversation. He found that communication is 55% nonverbal, 38% vocal, and 7% words only. This is where the idea that the vast majority of communication is nonverbal originated, but does this really mean that less than 10% of information is conveyed in spoken words? It turns out that the above formula was developed with a specific purpose in mind: comparing facial and vocal components to decipher a person’s attitude. According to Mehrabian, “When there are inconsistencies between attitudes communicated verbally and posturally, the postural component should dominate in determining the total attitude that is inferred.” Is 90% of communication nonverbal? No, information is conveyed verbally, but in a face-to-face conversation, body language and facial expressions can have an incredible impact on how information is interpreted. In “The Definitive Book of Body Language,” Allan and Barbara Pease analyzed thousands of recorded sales negotiations from the 1970s and 1980s and found that body language accounted for the majority of the impact made negotiating. They also considered how the person with the strongest argument usually wins in negotiations over the phone but not always in face-to-face conversations. Although the idea that 90% of communication is nonverbal can be put to rest, a person’s body language and our first impression of them can heavily influence our decision-making. This series of informational photos are created to assist you understand the "message" a customer receives as you are standing in front of them. There
are 7 positions. We suggest you visit each
of the pages and print them for use in your business as an educational
tool. We have created them using various attire. Click on each of the links below to visit the appropriate page
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FEBRUARY 2025
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With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.
Small Business
Hopefully there are few small businesses that are operating with handwritten documents. Whether you have a point of sale (POS) system; Curstomer relationship management (CRM) system; or anything digital that helps you better operate your business, there remains a question.
Are you using everything that you bought? That is the focus of the February Small Business Advisory.
Small Business
As small business ownerss we are sure to disagree on many aspects of business management and ownership. However there are two items that I will always insist on.
The first item for you as manager and owner of a business, you must inderstand financial information. You cannot leave it to an accountant. The second item is you have to invest in educating your staff regarding their responsibilities within your business.
Most every small business has inventory. It may be inventory used as a part of your services. It may be inventory for items used in your business. The article of the month shares ideas of how you should control the inventory. This is important because you do not want to run out of the necessary inventory, and you do not want too much of your money sitting in more inventory than you need.
You cannot beat your competition unless you know what they are doing. The February book of the month is, The Everything Store, written by Brad Stone and Jeff Bezos.
