2min snip

Closers Are Losers with Jeremy Miner cover image

The Psychology of Selling: Neuroscientist Explains How To Sell Anything to Anyone - Rene Rodriguez

Closers Are Losers with Jeremy Miner

NOTE

The Impact of Non-Verbals on Communication

Dr. Albert Morabian's study highlights that words constitute only 7% of communication impact, while tone of voice contributes 38% and body language accounts for 55%. The significant influence of non-verbal cues lies in their ability to convey meaning beyond spoken words. The human brain prioritizes visual information, as people tend to perceive body language before hearing the associated verbal message. Subconscious cues sent to the brain's reticular activating system are interpreted for congruency, with inconsistencies between verbal and non-verbal signals leading to confusion. For instance, if someone appears anxious or trembling while expressing excitement verbally, the conflicting messages may undermine their credibility. However, acknowledging and framing such discrepancies can create harmony, allowing for a more authentic expression of emotions. Embracing vulnerability through congruent communication enhances understanding and connection with the audience.

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