| Body Language: Picture Perfect PostureThe Comfort Zone: Physical Proximity and Sales
Read the Sign: Are You Boring Your Prospects?Unlock Your Secret Weapon: 3 Ways to Win Customers With Your SmileAre You Turning Off Potential Buyers?
Author of "The Yes Factor"
Kevin Hogan : Author of
"The Psychology of Persuasion"
Gary May: Founder of "The
Association of Sales Professionals"
Gestures Reinforce Your MessageYour Eyes Show Emotion!Negotiate In Your Favor!How Your Body Language
Dave Lakhani Author of
"Persuasion – The Art
of Getting What You Want"
Can Convey Trust
Keys to a Great First Impression!The Secret Language of Business
Mark Victor Hansen,
founder and co-creator of
"Chicken Soup for the Soul"
is Nonverbal CommunicationPast and Future Based QuestioningEffectively Communicating Your
Point of View
Gestures in Business: Cultural Differences? A Great Impression - It's all in
Author of "Simpleology"
your hand (shake)!How to Spot a Liar!Persuade Others by Simply
Using Your Head!
"Eliot provided some real insight into how non-verbal communication can influence the persuasion process."
"Learning that gestures can send a non-conscious communication either matching the verbal message or disagreeing was extremely beneficial for all my future speaking engagements."
"Powerful, to the point, content rich this guy delivers the goods!"
"Sincere useful information that will become an asset to any business experience. Eliot is a body-language whisperer."
"Eliot Hoppe has an entertaining way of bringing home to power of non-verbal communication and its pre-eminent importance in persuasive business."
"Eliot's command of body language is only surpassed by his ability to communicate the nuances of a language that most people take for granted. Great content and advice that I will put to work this very day."
"Eliot, that was an excellent presentation. Great information on body language. I will use the information immediately. Thank you."
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"Eliot Hoppe is an energetic and exciting speaker. He couples humor with valuable information to deliver a truly fabulous presentation."
"Eliot was fantastic in presenting to us today about body language. His message came across clearly with just the right amount of humor. I look forward to having him present in my training groups in the future."
"Eliot taught me very quickly about the importance of body language and how quickly what my non verbal communication is perceived by the people I come in contact with."
"Eliot is informative, humorous, engaging – his style is approachable and extremely useful...applies to work and personal life – immediately applicable! Inspiring Speaker!"
"Eliot, Terrific presentation! Thank you for making me realize how to give and accept a proper handshake. Looking eagerly forward to more from you!"
"A very fun, warm and sincere fellow. The aspects of body language that he reveals are instantly useable and effective. Easy to trust and likeable."
"I felt the information he relayed was very powerful and immediately useable. He has a very relaxed style and is very funny. He was enjoyable to listen to."
"Eliot's gentle, welcoming manner reveals his knowledge in non-verbal communication. He not only delivered great information he was very entertaining and everyone in the room enjoyed the experience!"
"I thoroughly enjoyed your presentation as in just a matter of minutes I learned a lot about body language that I can definitely use in everyday living. Good job."
"Eliot is a fantastic presenter who offers both great actionable content and the ability to break it down so that people at all levels of your organization can relate."
"I loved the information on how to counteract someone who is trying to pull a 'power play' while shaking hands. Thanks – great info!"
"My experience of Eliot's public speaking was profound and absolutely enjoyable. He demonstrates solid and definite clarity with information that is worthwhile and beneficial for me. An adept and admirable professional."
Persuade Others by Simply Using Your Head!
Have you ever noticed that there are some things that we do when interacting with others that have a contagious effect on that person, often without uttering a single word?
I'm not referring to the transmission of a cold virus but rather the ability to connect with your customer's unconscious mind to obtain a desired reaction with the use of words.
We influence and persuade daily both in our personal and professional lives by transmitting signals, without the use of words, to gain compliance, change behavior and assist in creating a desired effect.
Take for instance, the ability to scratch your hand and have the other person begin scratching their hand too. In sales, these techniques are used to check if you are in rapport with your customer by having them mirror your actions. In this case, if your customer begins to scratch their hand too, you are in rapport. This is a good thing.
Another infectious example is the yawn. Some people begin to feel the desire to yawn from observing someone yawn. To others, reading the word yawn or having it spelled out letter by letter creates a desire to Y-A-W-N. In fact, you may be already feeling some preliminary symptoms of wanting to yawn while just reading this paragraph.
Can we use the power of the yawn to influence an outcome? Of course yes!
Imagine, it's Sunday night and tomorrow is a school day for your young child. You have enjoyed a wonderful day at the amusement park and with the long drive home; it's now 9:15 pm and way past their bed time.
The issue is that your child believes that she is not tired and therefore, does not want to go to bed. You, as a parent, know that she must go to bed – there isn't any other choice. Time is of the essence. You need to get her to sleep as quickly as possible.
You finally dip into the persuasion treasure chest and pull out a solution to assist you in achieving your desired result.
After bantering back and forth, you initiate the persuasion process by offering to read a short story if she goes to bed, now. She agrees.
You congratulate yourself on being an effective negotiator.
Next, you have to speed up the process. After all, she is still hyper from the cotton candy, theme park excitement and needs to "settle down quickly".
Instinctively we employ influence techniques that begin to change the mood. We soften our voice, speak in a quieter tone and slow down our speech to change the child's behavior. Additionally, we also close the window coverings and dim the lights which changes the current state to the desired state, sleep time.
Finally, as you are reading the story in your quiet voice, you begin to yawn strategically and frequently until she begins to yawn and settle in as well. Next, you reinforce verbally how tired you are and shortly thereafter, she responds with "yeah, me too". Before you know it, with a few simple techniques and adjustments, she is well on her way into a very deep sleep. Mission accomplished.
Master persuaders are conscious of the power in ethically "leading" a desired effect using non verbal communication and body language in conjunction with spoken words.
When influencing and persuading others in a selling environment, a common technique which is very effective is the "New York Nod".
Simply put, when you are speaking to someone and are slowly nodding your head, the other person or group of persons will begin to nod their head too.
However, be very careful. Don't misinterpret your customers head nod as being in agreement with you in a positive way, every time.
For instance, if your customer is struggling with your solution, product or service in the unconscious mind and they begin to nod in response to your head nodding, they could actually be reinforcing their negative belief as to why not to proceed further with you.
You must be very sure when applying this technique consciously. Ensure that your customer has affirmed their thoughts positively leading up to your strategic nod and make sure that their body language and gestures are congruent with what they are saying.
As you apply the technique, observe that your customer is responding positively and that:
Master persuaders are not born. They develop their skills. They understand the value of interpreting non verbal and body language communication cues and are acutely aware of when to and when not to apply strategic ethical influences and persuasive techniques which will arrive at win/win desired outcome for both the customer and themselves.
Pay extra attention to your own body language and you will minimize any mistakes that you could unwillingly transmit to your customer.
Great Selling Everyone!
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"I learned more about non-verbal communication in dealing with business than ever before. The information is extremely valuable. I will be able to use this information today to strengthen my business and personal relationships. Eliot is an extremely experienced communicator and we can all benefit from his information."
"I liked him instantly! Very smooth & comfortable to listen to. Great ability to connect with the audience. Was able to get the audience involved effortlessly. Both funny and educational. Great demonstrations of what he was teaching. Look forward to hearing more from him!"
"Fantastic seminar!! Eliot is an excellent and sincere speaker on the value of personal interaction. His demonstration of proper touch and handshake has been invaluable. Take advantage of the opportunity to attend an Eliot seminar on body language, you won't be disappointed."
"Eliot has helped me bridge my unconscious behavior with my actions to establish my true feelings. Thank you for the invaluable information."
"Eliot demonstrated real life subtleties of body language. This information will have a sure-fire effect on anybody who communicates for a living. Better communication means more $ for you and your customers. THANK YOU for the insights."
"Your presentation was absolutely wonderful! You were able to create a lot of interest in a subject that I've never had interest in. I'm curious to see your next one."
"I loved Eliot because I found his information on dominance in body language to be particularly valuable. I will definitely put this new knowledge to good use in my business and personal life."
"I thought I knew everything about body language, but you taught me more in the time you spoke than in many of the years I've studied the art of body language. You are an incredible, impressive and authentic speaker."
"Wow!!! Eliot taught me something that is absolutely part of every sales meeting I've ever been on or ever go to... Truly outstanding!"
"One of the greatest body language trainers I have encountered. Simply brilliant!"
"Wow, I was very impressed with Eliot's presentation and level of knowledge. He showed me things that I can use now. Great speaker."
"From hand shake to mind shake, Eliot delivers smooth, easy to learn and valuable information."
"Eliot's demonstration of the various unconscious signals a simple handshake is conveying really hit home. Great value!"
"The insights I learned from Eliot about the power plays of something as simple as a handshake was very insightful and I will never look at a handshake the same again and I am sure his technique that he taught me will give me an advantage in all situations – business or social. Thank you Eliot."
"Eliot was informative and entertaining. I was engaged every step of the way. A hand shake will never be a hand shake again!"
"Eliot's powerfully pragmatic demonstration of non-verbal communication will add directly to my bottom line in 2008. The edge I was looking for in my negotiation tool kit."
"Eliot had fascinating, new information on non-verbal communication that even I didn't know (and I know quite a bit about body language). Based on solid knowledge of NLP and proxemics, his principles are useful for any serious business audience. Highly recommended."
"It was interesting to learn and understand body language both spoken and unspoken. Shaking hands with another person will never be the same. It was a very pleasant experience to hear you speak."
"Eliot was an engaging and knowledgeable speaker. I learned a few things that I can apply immediately to my own work."
"Eliot is one of the most knowledgeable as well as likeable presenters I have had the pleasure of seeing. His information on the handshake/power play can instantly help you gain confidence when meeting new people."
"Eliot is an amazing speaker. He can really empower sales teams. I am confident that he can help me to achieve more."
"Eliot has a great handle on sales. His focus is on the really important stuff. The interpersonal relationships people have with their prospects. Really enjoyed his presentation to us."
"After decades of sales trainings and success in sales, I still didn't really know what goes on in a sale until I heard Eliot speak. At last, a true sales Master! And for once I not only stayed awake for the whole talk, but I couldn’t wait to hear more. Thank you Eliot for waking me up to a whole new sales world and even more success!"