3 Slides Body Language for Entrepreneurs
Transcript of 3 Slides Body Language for Entrepreneurs
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Nature or Nurture?
Researchers at the University of British Columbiadiscovered that nonverbal behavior once assumed tobe acquired through environment is in fact innate.
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86% morerisk taking
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Hormone Changes
! Cortisol
The stress hormone
Decreases the immunesystem
Increases blood
pressure
Bad for long termmemory
! Testosterone
The power hormone
Improves endurance
Sharpens cognitiveabilities
Increases muscle mass
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Seating
Across the Table Seating
Less recall of what was said Reject more proposals
Shorter sentences
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Solution:
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Solution:
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The Power of Hands
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Show Your Hands
Above the Desk
Avoid Pockets
Avoid UnderarmCrossing
Avoid Sitting on Hands Avoid Tucking Hands
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Interesting Fact: Jurors find defendants who put their hands under
the table more sneaky or mistrustful.
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Master the Handshake Strength
Direction
Motion
Speed
Timing / Pumps
Dryness Doubling Up
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High Confidence
Expansive
Claiming Territory
Trunk and VitalsExposed
Head Up, Chest Up Shoulders Back
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Interesting Fact:
Female law enforcement officers are often taught tosplay their legs and widen their stance to look morein control.
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Low Confidence
Contracted
As little space as
possible Vitals Protected
Head Down or Bowed
Shoulders In
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Recommended Power Poses
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Elbow Touch
Touch increases trust and closeness
because it releases oxytocin.
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Elbow Touch
When touched on the
elbow 68% gave itback.
When not touched only23% gave it back.
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Use Your Clients Learning
Style 35% visualI see what
you mean
25% audioI hear you
40% feelingscant
quite grasp it, lets kickthe idea around
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Beginner
Keep Your Hands Visible
Intermediate
Optimize Seating Master the Handshake
Advanced
Prep Your Confidence
Elbow Touch
REVIEW:
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Self-Soothing Gestures
Wringing Hands
Suprasternal Notch
Cracking knuckles
Rubbing Arms
Biting Tongue or Lips
Rubbing TongueAlong Teeth
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Positive Cues
Chin stroking
Toes pointed towards
the sky Licking lips
Nodding
Rubbing handstogether
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Pre - Power Poses
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Modified Power Poses
Loose Arms
Face Up
Non-Contracted Legs
Expansive Arms
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...
Upper Body Movement Chest Up
Shoulders Down
Hands Visible
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The Power of Voice ToneParalinguistics
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Above Traps
Chair Height
Sitting vs Standing
Product Experiences
Stages
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Blocking
Prepare Materials / Props to Disengage Blocking:
Business CardsPamphlets
CoffeeProduct Demo
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Sales Dos
Unclenched Fists
Head Tilt
Encourage Pro-ConnectionFeelings:
Empathy, interest,
openmindedness, fondness,admiration
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Sales Donts
Discourage Anti-ConnectionFeelings:
Sarcasm, Criticism,Defensiveness,Disrespect, Superiority,
Withdrawal, Smile Nervously
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Sales Donts
Ankle Lock
Reduce nervousgestures:
Jiggling, fidgeting,drumming, tapping...
Arm Cross
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Notes for Women
Glasses / Make-Up
Submissive Wrists
Smiling
Bobblehead
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Sales in Different Environments
Eat and Sale?
Virtual Selling
Cold Calling
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Sending Videos
Introductions Project Updates
Client Meetings
VIPs
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REMEMBER:
Read your clientsmicroexpressions
Baby steps, it getsbetter with practice
Show your hands
Use your clientslearning styles
Prep your confidencebeforehand
Use the power of
touch wisely
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Beginner
Spotting Nerves
Spotting Excitement
Blocking
Intermediate
Humble Confidence
Power of Voice Tone
Eating and Selling
Advanced
Avoid Above Traps
The Bow
Video Proposals
Do and Dont Nonverbal
REVIEW:
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Customer Validation
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Why Customer Validation?
Get testimonials
Improve your product Build rapport
Get lifelong customers
Learn more about your customers
Practice body language
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How Can Body Language
Help? Make them feel
comfortable to open up
Help them trust youwith their opinions
Feel rapport to tell you
the truth
Encourage honestyand depth of emotion
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Mirroring
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Mirroring
Mirroring Body Language
Matching Cadence
Similar word usage
Facial Expressions*
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*For Men
! Modify Territorial Displays
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*For Women
Tucked / Locked vs. Crossed
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Facial Feedback HypothesisThat facial movement can influence emotionalexperience.
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Triple Nods
Research shows that people will talk 3 to4 times more than usual if the listenernods their head.
Faster = impatient
Slow = engaged
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Say My Name...and My
Friends Name Know names ahead of time
Memorize names on the spot Do research and find common friends
*The Kellogg School did a study that found
we trust people who mention names ofpeople we know. The more people we knowin common, the more we want to trust them.
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Dont Use A
Pretty Woman!
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Dont UseA Group!
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Your Product and Touch
When we holdsomething we feelownership over it.
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(Warm Drink)
Research out of the University of Toronto found thatwhen you give a person a warm drink, the warm
sensation of the drink in their hands (and their body)can subconsciously make them feel like you're anemotionally warm, likable and welcoming person.
Giving them a cold drink can have the opposite effect!In general, people who are feeling socially isolated feelphysically cold and crave warm food or drinks.
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REMEMBER:
Sales dos
Sales donts
Show your hands
Watch out for abovetraps
Prep your confidencebeforehand
Try to calmnervousness if yousee it
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Beginner
Nods
Pursed Lips
Using Names
Intermediate
Facial FeedbackHypothesis
Avoid Pretty Women /Groups
Touch
Advanced
Mirroring Posture
Matching Cadence
Copying Words
REVIEW:
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First Impressions Frank, Bernieri, University of Toledo
20 Minutes = 20 Seconds
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First Impressions
Bertram Gawronski:
Accurate Immediate
Lasting
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Do:
! Expressiveness:
Hands
Voice Tone
Body Movement
Authentic Smile
Face*
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Dont:
Hop / Jump
Fidget
Self-Sooth
Angle Away (90 Degrees Optimal)
Go Beyond the Box
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The Box
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Un-Approachable Body
Language Avoid Low Confidence Body
Language:
Turtling
Hunched over phones
Crossed arms Hands in pockets
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Un-Approachable Body
Language Avoid Disinterest Body Language:
Turning a away
Feet towards exit
Nod and smile less
Less mirroring
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Un-Approachable Body
Language Avoid Boredom Body Language:
Eyes Glazed Over Slumping
Wandering eyes
Examining the time
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Un-Approachable Body
Language Avoid Impatient Body Language
Foot tapping
Overhead Gazing
Drumming fingers
Running on the spot
Quick Nods
(Nonverbal Exit Clues)
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The Power of the Purse
One Item
Purse as an EmotionalIndicator
Blocking
Protection Self-Soothing
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Approaching Others
With women, alwayscome from the side orthe front (never the back!)
Use slow movement
Look for open bodylanguage
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Approaching Others
Never approach nearthe bathroom, exit orright after people get
their food
**Golden Area: Standwhere people go
right after they gottheir drink
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Interaction Tips...
Story Toolbox
*Nonverbally Strong
Darting Eyes Overhead Gazing
Hmms and Ahhs
Feet Pointing
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Gazing
Power Gazing Social Gazing Intimate Gazing
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Interaction Tips...
! Proxemics
Intimate - 0-18
Personal - 18 - 4
Social - 4-12
Public - 12 plus
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Conversation Tips
Man, these networking events can be so crazy. Mind ifI join you over here where its a little quieter?
Hmm, Im not quite sure what that dish is do youknow?
If theyre wearing a nametag ask about their name.
Ask their specific opinion: As an architect / As awoman / As a midwesterner how do you feel about...
Hi, Im ____
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REMEMBER:
Prep Confidence
Set an Intention
ReadMicroexpressions
Strong Handshakes
Mirroring
No Bobblehead
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Beginner
Approachable BodyLanguage
Feet Pointing
Conversation Starters
Intermediate
Expressiveness How to Approach
Gazing
Advanced
Engaged Face
Eyebrow Flash
Proxemics
REVIEW:
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Common Mistakes
Deer in the headlights
Only using words (7% of ourcommunication ability)
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Common Mistakes
Deer in the headlights
Wide-Eyed
Fear Microexpression
Frozen Upper Body
Stiff
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Common Mistakes
! Hands Down:
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Common Mistakes
!
Pacifying Behaviors: Rubbing neck, biting lips,
fiddle with watch, playingwith hair...
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Common Mistakes
Only using words 7% of our communication
ability
Lack of expressiveness
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REMEMBER:
Prep Confidence
Use microexpressions
Point Your Feet
Nod
Expressiveness
REVIEW
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Beginner
Deer in the headlights
Intermediate Lack of expressiveness
Advanced
Only using words No pacifying behaviors
REVIEW:
O li P
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Online Presence Website Social Media Profiles
Email Signatures
Videos
Business Cards
Brochures
PDFs
Press Releases
Slide Decks Mailings
Fliers
Avatars
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Eyes As CuesEngage People
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Eyes As Cues
Show People Where to Look:
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Gesturing and Pointing
Positive Emotions: Negative Emotions:
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Positive Emotions: Negative Emotions:
Babies!
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Babies!
Dilated Pupils
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Dilated Pupils
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*Women hate when men wear brown suits
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A/B Test Colors:
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Money!
Remove the $ sign
Prime a price
Priming Words
You can trustus to dothe job for you Increased
all ratings and buys
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Trust Action Not Focus Groups
A B C
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Position for Readiness
Dont Forget Your Small
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Don t Forget Your Small
Branding Opportunities
Use Unique Branding
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Use Unique Branding
Opportunities
Videos
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Videos
OK
Better
Best
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Beginner
Eyes as Cues
Gesturing or Pointing
Money Signs
Intermediate
Positive Emotions
Babies Color Psychology
Action Not Groups
Advanced
Pupils
Positioning
Creative Branding
Videos
REVIEW:
Which Mode of
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c ode oCommunication?
37% of phone calls
27% face to face
21% IM chats
14% emails
*Follow up all calls and meetings with an emailconfirming
In which mode of communication do people lie the most?
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Interesting Fact:! Researchers found that combining
deception detecting techniques with
background checks reveals:
32% more cases of past job dismissals
60% more criminal convictions
82% more cases of alcohol abuse duringwork hours.
St O B li i
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Step One: Baselining
A baseline is how someone acts when they are
under normal, non-threatening conditions. It ishow someone looks when they are telling the
truth.
B li i Q ti
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Baselining Questions:
Hows the weather?
What was your weekend like?
Whats for lunch?
Can you believe that game/traffic/event thisweekend?
Self Baselining Q estions
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Self Baselining Questions:
-How do they hold their body?
-What is their posture like?
-Do they fidget?-What are their hand gestures?
-Are their legs crossed? How are they sitting?
-Do they blink a lot or have a nervous tick?
-What are their facial expressions?
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Step Two: Look For Red Flags
Open-Ended Questions
Baseline Change: Did their body change?
Baseline Change: Did their voice change?
Do you see any of the most common lying red flags...
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Common Lying Red Flags
Change in baseline
Incongruence between
words and bodylanguage
Nodding
Out of sync emotionsand words
Self-soothing gestures
Pursed lips
Disbelief lips / eyebrows
Swear to God To TellYou The Truth...
Volume Loss Touching the nose
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Interesting Fact:
Alan Hirsch and Charles Wolf observed Bill Clintonstestimony during the Monica Lewinsky trial and foundthat when he told the truth he rarely touched hisnose.
When he lied he gave a split second frown before he
answered and then touched his nose. 26 nosetouches in all.
Step Three: Find Clusters
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p
A cluster is a series of verbal messages that areinconsistent with physical behavior.
*A cluster is not necessarily a sign of lying, insteadthey are indicators of concealed thoughts or feelingsand a cue to dig deeper.
Lets Review: Deception Detection
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Let s Review: Deception Detection
Red Flag #1
Red Flag #2
Red Flag #3
Cluster
SecondMeeting
Circle Back
BackgroundCheck
Baseline
Advanced Lie Detection
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Advanced Lie Detection
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Two Truths and a Lie Game:
-When you got your first drivers license
-When you found out there was no santa
-Your first kiss
-Your first heartache
-Best day of your life
-Nicest thing someones ever done for you
-Most embarrassing moment
The Most Common Ways People Lie onResumes: *Forbes com
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Resumes:
1. Lying about degrees theyve earned
2. Falsifying dates of employment
3. Exaggerating numbers and metrics
4. Increasing previous salary
5. Inflating titles
6. Lying about technical abilities
7. Claiming language fluency
8. Providing a fake address
9. Padding grade point averages
*Forbes.com
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Alltop:
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Before the Interview
Glass Table
Swivel Chair
Angles
Anti-Blocking
Company Info
Your Card
Drink
D i h I i
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During the Interview Use the Power of Silence
Dont Mirror
Nod
Tilt
Leg Cleanse
Watch for their Doubt: Head turned away
Looking down to one side
D i h I i
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During the Interview
! Watch for Self-Soothing:
Self-touch
Hands wrapped in shirt or scarf
Picking dirt from under nails
Squeezing or pinching skin on arms
Picking cuticles
Playing with hair or jewelry
D i h I i
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During the Interview
! Watch for Lies:
Hesitation
Question inflection
Um or stalling before answering
Frozen upper body / face
One-sided shoulder shrug
Repeating the question
REVIEW:
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Beginner
Glass Table
Angle Chairs
Swivel Chairs
Intermediate
Silence
No Mirroring Head Tilt
Nods
Advanced
Watch for Self-Soothing
Watch for Lies
H ti P f T h
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Haptics: Power of Touch
Double Handshake
Elbow Touch
Upper Arm Touch
Shoulder Touch
Hug
P tti
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Patting
*Use with caution
To Build Connection
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To Build Connection...
Move to their side of the table
To Build Connection...
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Do Lunch
T B ild C ti
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To Build Connection...
Take off your jacket, loosen your tie, let your hairdown
T B ild C ti
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To Build Connection...
Purposefully remove barriers
Sh k It U N b ll
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Shake It Up Nonverbally
New locations for
meetings Offsites for creative
brainstorming
Stand for meetings
WATCH OUT!
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WATCH OUT!
Contempt
*University of Washington PsychologistJohn Gottman
WATCH OUT!
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WATCH OUT!
Chin Jut / Looking DownOnes Nose
WATCH OUT!
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WATCH OUT!
Lint Pick
WATCH OUT!
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WATCH OUT!
Eye Rolling
WATCH OUT!
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WATCH OUT!
Looking Over Glasses
No sunglasses in realestate!
Encouraging Honesty:
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Encouraging Honesty:
On Documents:
Sign on TopAND Bottom
Remind people ofcompany ethics with
classes, seminarsand a code of ethics.
REMEMBER:
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REMEMBER:
Sales dos and donts
Read for
Microexpressions Watch out for above
traps
Mirror Rapport Building Tips
Wear the colors youwant to represent
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Beginner
Move to their side of thetable
Do lunch
Get casual
Intermediate
Remove barriers
New meetings
Advanced
Haptics
Patting
Encourage Honesty
Alphas
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The alpha is the individual in the community with
the highest rank.
Alpha Behavior
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Alpha Behavior Claim territory
Walk and assumeothers will move
Smile less
Keep headperfectly still whilespeaking andlistening
Speak briefly andeveryone listens
Alpha Behavior
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Alpha Behavior Hold eye contact slightly
longer while addressingothers. The Stare Down.
Look away when they arebeing addressed
Dont monitor othersresponses
Dont react to othersanswers
Interrupt
Alpha Behavior
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Alpha Behavior
They dont jiggle or pace.
They stride across rooms*
Shorter alphas deliver withvocal power, remindpeople more often of their
credentials and standwhile others sit.
Betas
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Betas often act as second-in-command to the reigningalpha.
Omegas
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Omegais an antonym used to refer to the lowest casteof the hierarchical society. Omegas are subordinate to all
others in the community, and are expected by others inthe group to remain submissive to everyone. Omegasmay also be used as communal scapegoats or outletsfor frustration, or given the lowest priority when
distributing food.
Non Alpha Behavior
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Non-Alpha Behavior
Smile more
Always watch for Alpha
or other responses Willing to be interrupted
Overly expressive
Nods a lot
Appeasement BodyLanguage
Non Alpha Behavior
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Non Alpha Behavior
Leg hopping
Foot jiggling
Self-soothing gestures
Low / protective
posture More wordy
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Pitching Mistakes
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Pointing
Voice Curling Up
Hands on Hips(Universal Battle
Stance) Missed Investor Cues
Pitching Mistakes
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Stop Motion
Self-Contempt
Blocking Behavior
Self-Soothing with Bibs
School-Marming
Pitching Mistakes
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Ventilating
Loss of Volume
Interrupting*
Looking away duringconvincing
Impatience /
Exasperation Breath Praying / Begging
Gesture
Pitching Tips:
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g
Showing Hands
Telling A Story toInvoke PositiveEmotions / SensoryStory
Demoing Ideas withHands
Expressive
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Vocal ToneDifferentiation
Immediate ProductTouch
No Impatience
Nodding to Affirm
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Other Tips
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Success Log
Other Tips
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Other Tips
Steeple During QA
Other Tips
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Other Tips
Nonverbal Hockey Stick Chart
Other Tips
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Other Tips
To Calm Nerves: Yoga and Massages
Other Tips// /
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http://brokershandsontheirfacesblog.tumblr.com/
Watch for eye-blocking, squinting, suspicion
Other Tips
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Nonprofits: Home-like setting
Other Tips
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Study: Timeliness Is Key
Other Tips
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No Scent Floral Scent
Smell: 80% of men and 90% of women have
vivid emotion triggering memoriesevoked by odor.
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No Scent Floral Scent
84%
Clothes and Ornaments
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Clothes and Ornaments
Up to 80% of job applicants are
rejected based on how they aredressed.
Inappropriate attire is one of thetop ten complaints of hiring
managers!
Beginner
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Beginner
Hand motions
Expressiveness
Intermediate
No School Marm
Show Partnership
Use Storytelling Use Smell
Timeliness
Advanced
Watch for Lies
Steeple
Public Speaking Donts
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Public Speaking Don ts
Voice Tone Command
Authoritative Voice
Tone
Changing Pace
Changing Tone
Belly Breathing
Public Speaking Donts
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p g
Ums, Sos, You Knows
Self-Soothing (hair
touching) Shifty Feet
One Leg Back /
Runners Stance Leaning Back
Public Speaking Donts
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Public Speaking Don ts
Glued to Notes
No eye contact
Head bent
Bowing
Dos: Podium Use
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Do s: Podium Use
Show Hands
Dont Shift Feet
Anti-Blocking
Lean In and Over
Public Speaking Dos
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ub c Spea g o s
Expressive
Ask Self-Reflective
Questions Stories
Vocal Variation
Flattery
Other Tips
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Never say you are nervous Dont check your phone
while you wait
Read a newspaper?
Other Tips
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p Pump Yourself Up with a
Success Routine
Success Log*
Exercise
Funny YouTube Videos
Write Goals
Gratitude Journal
Music Playlist (sing)
Other Tips
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George A. Miller: The Mind Can Hold 7 Things
Wharton School of Business: 10% retention of audio
Increasing visuals helps retention by 50%
Adding visuals to meetings cuts average businessmeetings from 25.7 minutes to 18.6 minutes!
Other Tips
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p
Help your audience stay inopen body language:
Ask questions for a
show of hands
Stand up for an activity
Talk to your neighbor
*This also works formeetings
Beginner
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Beginner
Expressiveness
Gazing
Intermediate
Podium Use
Ums and Ahhs
Shifty Feet
Self-Soothing
Advanced
Vocal Variation
Hand Demos Use visual nonverbal and
aids
Help your audience stayopen
Negotiation Tips
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g p
Face to Face or Video!
Do Body LanguageHomework
Avoid Meals
Seating for Comfort
Negotiation Tips
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g p
Start with strong
rapport
Mirror voice patterns
Match body
language
Watch Their Nonverbal
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Open hands or closed hands?
Eye blocking
Tongue Catch Deception:
Final Offer
Common Interests
Intentions
Your Nonverbal
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Use hands to demoimportance
Agreement throughbody language
Take up space
(Fist)
With Caution: NegotiationTips
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Tips
Standing
Sit competitors in lowerchairs
Light touch on theshoulder
Sit in the power seat
A
BB
A
C C
DD
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Speaker
Audience
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Fight Lensing
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*Daniel Levin and Daniel Simons, Cornell University
7 out of 15people noticed.
Practice
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Film Yourself
Say Yes to Events
Have ConversationsFor the Sake ofLearning
Challenge Your Brain Have Faith in People
Body Language in the Brain
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*Temporal Lobes / Occipital / Frontal Lobes
Low Activity vs. High ActivityDr. Daniel Amen
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Long Term Potentiation:Use It or Lose It
Healthy Brain Activity
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Drug Affected Brain
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Alzheimers Brain Activity
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Good News: Our Brains HaveMuscles!
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Duval Love
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3 Months Later...
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Cold Calling Tips
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Confidence ComesThrough
Voice Tone Warmth and
Patience Voice tone accurately
predicts amount ofmalpractice lawsuits
D t D th A k