When we are talking, we are selling.
Robert Louis Stevenson said, "Everyone lives by selling
something." And I have spent my life selling as a sales
representative, marketing specialist, marketing education
specialist, general sales manager, general manager, vice
president of marketing, management consultant,
president and CEO. I expect that you have always sold
something to live, as well.
Selling, at its best, is "helping" others.
How we help others matters. When we reduce the
talking and increase the listening and observing, we
are able to become more aware of what's really
important to people. Knowing how to read people -
picking up on and interpreting their hidden cues - is
a critical asset for success in our personal and work
lives.
Studies show that the brain processes four primary
codes of communication. Two of these (speech
and vocal codes) are processed auditorily, while the
other two (facial expression and body language) are
processed visually. When assessing people, we
must interpret all four codes of communication -
observing how they move, how they comport
themselves, how they sound, and what they say.
The body language code (the combination of
movement, gestures, and mannerisms)
communicates a lot about people - such as: are
they lying or telling the truth, do they like you,
and do they actually mean what they are saying.
For example, people who lean in towards you are
showing that they are interested in you and what
you have to say. This is also the case if someone
copies your body language (e.g. crossing legs in
unison, clasping fingers, etc.). People who feel
powerful and confident usually take up more
physical space while people that stand too far
away are being arrogant, snobby, or simply
showing that they don't like you.
As you improve your ability to read people,
you will know much more about those you deal
with and make better decisions on how to
approach them to sell what allows you to live
your life.
Source: "I Know What You're Thinking"
by Lillian Glass, Ph.D.
something." And I have spent my life selling as a sales
representative, marketing specialist, marketing education
specialist, general sales manager, general manager, vice
president of marketing, management consultant,
president and CEO. I expect that you have always sold
something to live, as well.
Selling, at its best, is "helping" others.
How we help others matters. When we reduce the
talking and increase the listening and observing, we
are able to become more aware of what's really
important to people. Knowing how to read people -
picking up on and interpreting their hidden cues - is
a critical asset for success in our personal and work
lives.
Studies show that the brain processes four primary
codes of communication. Two of these (speech
and vocal codes) are processed auditorily, while the
other two (facial expression and body language) are
processed visually. When assessing people, we
must interpret all four codes of communication -
observing how they move, how they comport
themselves, how they sound, and what they say.
The body language code (the combination of
movement, gestures, and mannerisms)
communicates a lot about people - such as: are
they lying or telling the truth, do they like you,
and do they actually mean what they are saying.
For example, people who lean in towards you are
showing that they are interested in you and what
you have to say. This is also the case if someone
copies your body language (e.g. crossing legs in
unison, clasping fingers, etc.). People who feel
powerful and confident usually take up more
physical space while people that stand too far
away are being arrogant, snobby, or simply
showing that they don't like you.
As you improve your ability to read people,
you will know much more about those you deal
with and make better decisions on how to
approach them to sell what allows you to live
your life.
Source: "I Know What You're Thinking"
by Lillian Glass, Ph.D.
