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Greetings from BBI!
Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.
Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling! |
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What does Your Body Language Say? |
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Much of what we communicate to our clients is not what we SAY. Albert Mehrabian, who was a research pioneer in body language, found that the total impact of a message is about 7% verbal (words only), 38% vocal (tone, inflection) and 55% nonverbal. Many times, our bodies tell completely different stories than do our words.
Ray Birdwhistell studied non-verbal communication and noted that the average person actually speaks words for a total of about 10 or 11 minutes a day. The average sentence takes only about 2.5 seconds. He also estimated that we can make and recognize around 250,000 facial expressions.
Research by Allan Pease shows that, in business encounters, body language accounts for between 60 and 80% of the impact we make around a negotiating table. Also, people form 60 to 80% of their initial opinion about a new person in less than 4 minutes. Making a good first impression can mean the difference between getting an appointment or not.
Learning to read other people's body language can be crucial to our success as salespeople and managers. And, learning to control our own can be just as critical. It's not just what we say, it's how we say it and how we look when we're saying it! |
| The Client's Corner |
| If your client wants his customers to accept something new and unknown, he will find it easier to do if he relates it to the known and familiar. Do his ads touch something familiar in the lives of his customers? When a potential customer hears an ad, he is asking himself, "Why do I care?" The best selling messages are about the customer and what the product will do to change his life.
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| Words to Live By..... |
" The World is moving so fast these days that the man who says it can't be done is generally interrupted by someone doing it."
Elbert Hubbard
Writer, Editor
(1856-1915) |
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