Hey, welcome back to the Six Figure Mastermind. Marianne DeNovellis here with
you today. We're talking body language in a business environment. Some of the
things you're going to see might surprise you. So stay tuned.
Business is all about sales and when it comes to sales, it comes down to
communication. When it comes down to communication, it's all about body
language. Did you know that only 7% of what you say to a person, what is
communicated to another person comes through your words. The rest comes
through the tone of your voice and your body language from head to toe. Now, in
sales, you may think maybe if you're just selling to your client. That's not the
case. All of business is sales. Whether it's a joint venture or you're trying to
sell someone on that, whether it's boss to an employee and the boss is trying to
sell the employee on an idea, whether it's vice versa and employee to a boss.
No matter what you're doing in any kind of business, you're trying to influence
and market in some way to another, okay? But I don't care we're in business you
fall. It even happens in families. Think of it this way. When you're a brand-new
baby and you're hungry and you cry, you're selling your parent on the fact
that it's better to feed you than to listen to you cry the entire time. That's
a sale, okay? We are all in sales guys. You're just going to have to own it and
admit it and when it comes down to body language and sales, that's a big deal. So
let's break it down. I want to make two comparisons with you. There's going to be
the overarching theme of all body language. The first comparison I want to
make is this. Competitive body language versus open body language. Think about it
in terms of employee and the boss relationship. If you're in a combative
conversation with your boss, your body language is going to show up and take up
as much space as possible to be the bigger figure. Sou see this in the animal
kingdom. When cats arch their back, they want to appear bigger. When animals
you know spread their wings or they want to appear bigger, they want to appear
more intimidating. Well, guess what? We as human beings do this too. People put their
hands behind their head in this cobra position to appear to take up more space.
If you're ever in a board meeting with a group of people and you see that
position go up, you can tell if that person is vying for the head position in
the room. They want to take up as much space as possible. So they can appear to
be the biggest, the loudest, the strongest and have their opinion heard over
everybody else. Now, that's combative body language and
it usually causes a villain victim scenario where someone wins and
someone loses. Open body language is just the opposite,
okay? It's not combative. It's not win- lose, it's not victim-hero, it's not any
of that. Open body language says, "I'm open to your suggestion. I will think about
your suggestion. I would consider." It's not standing up in front of the room.
It's a round table. It's kind of King Arthur style where everyone was around
the round table and everyone is listening to each other's opinion and
nodding in agreement. Those kinds of body language, gestures of nodding in
agreement, open hands that are separate from each other, even legs that are
uncrossed, that can be open body position where you're ready to receive and have a
constructive conversation. So consider open versus combative or defensive body
the language. The second comparison I want to make is confident versus what
I'll call begging body language. Begging body language is not attractive to a
client, it's not attractive to a co-worker, it's not attractive to a boss,
and it will usually not get you what you want. Confident body language on the
other hand says, "I know what I want and regardless, I'm going to get what I want
in the best way possible. Not that I'm gonna mow anybody over, but I know that
the best result will come based on what I would like to create." Confident body
language means your posture is up, your shoulders are open, your hands are open
and you're open to hearing and creating together. Begging body language says, "My
hands are closed, my eyebrows are knit up in this pleading
position. I'm usually looking up to someone and even if it's not a height
difference, it's an authoritative difference, if I feel like someone has
authority over me, then I will excuse myself with my body language, with my
words, push thoughts away with my hands." That will happen. So watch your body
language in the mirror and ask yourself Am I being competitive?
Am I being combative and I begging? Am I being confident?
Am I being open? Listen to your body when you're watching in the mirror. It will
show you and it will tell you everything that you're wondering about. There are so
many little nuances to body language down to the eyebrow position down to the
hand position down to the feet. Which way your toes are pointing. If you're
lacking confident, your toes will point forward. If you're looking to escape one
of your feet position toward the door. Taking
them and look at where your feet are. I guarantee it. That confidence will point
forward, the escape will point toward the door. You might be surprised at what you
find. So we could go through all the details all of that but the best tool
for you to use is just look in the mirror.
Watch yourself as if you're speaking to the person. Watch and see if your hands
are dismissing thoughts. Watch your eyebrows and see if they're not pleading
position. Watch and see what happens with your head movement when you're asking
for something or any want to pitch something. Ask yourself what happens to
my body after I stop talking. Do I fold my arms? Do I put my hands up by my face?
Which one conveys the most confident and the most open body position and that's
going to accelerate your business with your employees, with your coworkers and
with your employers subtly and probably faster than any other form of
communication will. Hey, thanks for tuning in today. Be sure to hit the subscribe
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see you then.