Results 1 to 3 of 3
-
04-24-2019, 07:14 AM #1
- Join Date
- Aug 2018
- Posts
- 286
Deconstructing The Gift Of The Gab - Part II
Recap:
*
Closers of have the*Gift.
*
To fund we must close.
*
To close we must sell.
*
To sell we must influence.
*
To Influence we must Communicate effectively.
*
And to communicate effectively, we turn to Dr. Albert Mehrabian's research that found:
7% of way people interpret a message communicated would be determined by the words spoken.
38% of the way people interpret a message communicated would be determined by the way the words were spoken.
55% of the way people interpret a message communicated would be determined by the facial expression and other body language gestures/cues used while speaking the words.
*
So:
*
According to these studies, communication (influence) is*93% nonverbal– mostly attributed to how we are using our voice and our bodies (vocal and visual).
*
But how does this help if the majority of a Funding Pro’s selling is done over the phone where the merchant can’t see you?
*
Well, what if the merchant can see you?
*
The cofounders of*Neuro-linguistic Programming (NLP), a psychotherapy born from the research at the University of California Santa Cruz in the 1970’s, identified that we, human beings, use our 5 senses to create an internal model of the world around us to best learn and process information.
*
What does this mean?
*
We are constantly using our 5 senses,*Visual,*Auditory,*Kinesthetic,*Olfactory and*Gustatory, to recreate the world around us internally.* We do this to better understand the world every day for better survival and pattern recognition.
*
But from these 5 modalities (senses), we will typically value one over the others. *This one we value most is what is called the*Preferred Representational System (modality), this this is the one we will use most to process and store information.
*
So what?
*
Bandler and Grinder, the NLP cofounders, established in their field research that about 60-65% of the population uses the*Visual modality as their preferred representational system.
*
And?
*
Someone who is highly*Visual*is able to easily and vividly visualize things, and in fact prefers to do so when engaged in any activity –*especially listening.
*
Why does this matter?
*
60-65%, probably more, of the people you are speaking to on the phone are using your verbal (7%) and nonverbal*(93%) communication to create a picture of YOU in their mind.
*
How would you speak on the phone if you knew the merchant was creating a picture of you in their head?
*
Happy Funding!
*
-FundingStrategist
https://fundingstrat.com
*
https://fundingstrat.com/deconstruct...e-gab-part-ii/
-
04-24-2019, 10:46 AM #2
- Join Date
- Aug 2016
- Posts
- 486
Great info! This backs up why I feel my business needs to produce more & more & more video content to market our products...
Sheeesh... Video content just takes so much more effort, time, and money to produce vs still content...
BUT it is a necessary evil, and worth it, if it converts higher than still photography and graphics.
I am copying and pasting this to all my employees.
As well as checking out more info on Albert Mehrabian.
See a list of his books & articles at http://www.kaaj.com/psych/index.htmlLast edited by Winning; 04-24-2019 at 10:49 AM.
-
04-25-2019, 11:03 AM #3
- Join Date
- Aug 2018
- Posts
- 286
Thank you, great link!
-FundingStrategist
https://fundingstrat.com
Similar Threads
-
Deconstructing The Gift Of The Gab
By FundingStrategist in forum Merchant Cash AdvanceReplies: 4Last Post: 02-22-2019, 11:53 AM -
Bloomberg Part 5 — Par Funding
By WestCoastFunding in forum Merchant Cash AdvanceReplies: 109Last Post: 12-21-2018, 02:18 PM -
Bloomberg Part 4
By WestCoastFunding in forum Merchant Cash AdvanceReplies: 29Last Post: 12-03-2018, 03:55 PM -
Bloomberg part 3
By ZootSuit in forum Merchant Cash AdvanceReplies: 92Last Post: 12-03-2018, 12:03 AM -
Christmas Gift baskets
By J.Celifarco in forum Merchant Cash AdvanceReplies: 0Last Post: 12-14-2017, 10:53 AM