[FundingStrategist]

Recap:

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Closers of have the*Gift.

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To fund we must close.

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To close we must sell.

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To sell we must influence.

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To Influence we must Communicate effectively.

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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.

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So:



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According to these studies, communication (influence) is*93% nonverbal– mostly attributed to how we are using our voice and our bodies (vocal and visual).

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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?

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Well, what if the merchant can see you?

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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.

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What does this mean?

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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.

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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.

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So what?

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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.

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And?

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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.

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Why does this matter?

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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.

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How would you speak on the phone if you knew the merchant was creating a picture of you in their head?

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Happy Funding!

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-FundingStrategist

https://fundingstrat.com

*
https://fundingstrat.com/deconstruct...e-gab-part-ii/

[Winning]

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.html

[FundingStrategist]

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.html

Thank you, great link!


-FundingStrategist

https://fundingstrat.com