During the empathizing stage you may notice a huge difference that is gained from sharing air. Feel the air escaping in your voice and you may be surprised how this helps you care and connect. Consider a rest position It is critically important when faced with a difficult, emotional situation that your body is not giving away some internal and aggravating message. Examples may be standing on one leg, head to one side, mouth tight or arms folded. Find a 'rest' or 'neutral' position that you can recreate over and over again with ease. Often this involves standing on two feet at shoulder width with posture up straight (not stiff) and one hand on the wrist of the other stretched long before you. While this position is necessary from a perceptual perspective, it is also important to put you in the best possible position to access your true, unhindered voice. Selling: It's not about the pitch Nod and blink The eye contact during the listening phase is softened by nodding and blinking. Did you know that 15 blinks a minute is the speed at which we send the message of giving our greatest attention. That means one blink approximately every four seconds,Cheap Vince Young Jersey, so get practicing. It won't kill you. The environment we sell in is less about the space we're in, then the space we create between ourselves and our customer. A beautiful sales room, a luxury seminar space, they're all fantastic,Cheap Green Embroidered Jersey, but if we don't get the space between us right, then we are not likely to get the sale across. A key point to consider is the environment in which you are speaking. Does the environment create a sense of safety and connection, and does it support people tapping into the vision of what your product or service can do for them? Are they facilitated to get into a state of fulfillment and excitement? As sales people - and if you're in any kind of business you are in the selling business- in order to be effective in our presentations, delivery and the sale, we need to engage people on an emotional level. Knowing that only a small percentage of our message gets communicated through our words, there is wide scope to develop other aspects of our communication. Keep your eyes steady It is habit of many, that immediately before we answer questions we quickly glimpse off and away from the person to whom we are speaking. For a multitude of reasons best known to Neuro-lingusutic programmers this is not something that is seen to be trustworthy or confident. Keep your eyes directly on the person when you have finished listening and begin to answer (note: this is harder than it sounds). In Summary Sales is much more than the words we speak and the products and services we sell- it is much more than 'the pitch.' It is the micro-environment. By using enhanced non-verbal communication strategies, not only will your voice and vocal pitch sound better- as a direct result of good body posture and stance- but they will all support and improve 'your pitch.' The space we create between ourselves and our clients is what I call the micro-environment, and there are several keys to getting this right. Creating a fantastic micro-environment for sales really comes down to non-verbal factors of your communication: posture, body shape, alignment,Cheap Jeremy Maclin Jersey, eye contact, movement and the air you share with your client. Get this wrong,Cheap Jaguars Jerseys, and you most likely miss the sale. Here are some pointers to help you create a positive, safe, and inspiring micro-environment for selling that will help you engage with people on an emotional level. Air in the empathy Sharing of air is an ancient and primal exchange between people that creates a sense of respect and trust. Did you know that in Hawaii a common etymological claim is that the word for foreigner is derived from hole, literally meaning "no breath"? Traditionally Hawaiians and Polynesians greet each other by touching nose-to-nose and inhaling and sharing each other's breath - this is called honi (the Hawaiian word for kiss). Foreigners, not knowing the local customs,Cheap Visanthe Shiancoe Jersey, do not practice honi and so have been described as "breathless". The implication being that not only are foreigners aloof and ignorant of local ways,Cheap Maurice Jones-Drew Jersey, but also that they literally have no spirit or life within.