Let me ask you; what does it mean when you put forward a Question to your SALES PROSPECT and he

  • Touches tip of his nose
  • Touches his throat or
  •  Strokes his chin

Albert Mehrabian the renowned Professor Emeritus of Psychology, (UCLA) research states that in a face to face communication words account for 7%, tone of voice accounts for 38%, and body language accounts for 55% of the message.   7-38-55 Rule has been widely quoted in communication seminars across the globe.  It is often abbreviated as the “3 Vs” for Verbal, Vocal & Visual.

The sum total of 3 V’s resoundingly reiterates that our communication is 93% non-verbal; our posture, gesture and body language reflect our true feelings.   The STUPENDOUS POWER of BODY LANGUAGE was exposed in first live TV debate between JFK and Nixon.

On the morning of September 26, 1960, John F. Kennedy was a relatively unknown senator from Massachusetts. His opponent was a veteran Republican Richard M. Nixon, two-term Vice-President. Nixon was favored to win the election

What happened after the two candidates took the stage is a serious study in BODY LANGUAGE and a lesson for politicians to pay serious attention to the body image. Nixon, pale and underweight from a recent hospitalization, hurt his knee when getting out of the car, appeared sickly, sweaty in excruciating pain and he refused makeup before coming up to the TV, while Kennedy appeared CALM, CONFIDENT and had the perfect makeup. As the story goes, those who listened to the debate on the radio thought Nixon had won. But those listeners were in the minority. Those that watched the debate on TV (74Million) thought Kennedy was the clear winner.

Nixon performed much better in the subsequent debates (and appeared better thanks to the “milkshake diet” his aides put him on to fatten him up). But the damage had been done. “You couldn’t wipe away the image people had seared in their brains from the first debate.” Even Kennedy acknowledged the TV’s role in his victory. On November 12, 1960, four days after winning the election by a narrow margin of 0.17%, JFK said, “It was the TV more than anything else that turned the tide.”  93% of our communication is non-verbal and it cost Nixon the Presidency of US in 1960

Taking the base line habits when your Sales Prospect…….

  • Touches tip of his nose = A Lie or DOUBT or negative thought
  • Brushes his throat =  UNCERTAINTY

Enjoy reading body language and mastering the unspoken challenge