It's not what you say
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Transcript of It's not what you say
It’s Not What You Say…It’s How You Say ItThe Art of Being
Believable And Having People Want To Listen To What You Have To
Say
How We Communicate7% Is In The Words We
Use
How We CommunicateThat means that
93% Of Our Communication Is In The Way We Present
Those Words
Communication7% is the words we use93% is in the delivery
That breaks out as:38% in Tonality
+ 55% in Physicality
Tonality• Pace
• Pitch• Tone
• Volume• Melody
TonalityPace
For whom might you speed up your pace when talking?For whom would you slow down?
TonalityPitch
Who needs to hear you higher?Lower?What do each convey?
TonalityTone
From “edgy” to “breathy” you convey something different. When would you use edge? When deep? When breathy?
TonalityVolume
Most people don’t speak loudly enough. They drop off important words at the end of the sentence
TonalityVolume
You need to speak loudly USUALLYThere are times you’ll go low and soft, though. When?
TonalityMelody
It’s funny, but most people get serious and go to “one note” or maybe two notes. You’ve got to add melody to be interesting AND believable!
TonalityMelody
Now – think about commas and periods in your sentences.
What keeps people interested?
Let’s PracticePick Something That Just Happened To You• Think About Banjo Music• Think About The “Jaws”
Theme
Physicality55% of what we convey is
in our facial expression and body language
PhysicalityPeople believe about half
of what they read in someone’s face
And…
PhysicalityPeople believe 100% of what they read in body
language
So, where are we standing?
HOW are we standing?Do we need to be sitting?
PhysicalityDistance –
• 12 feet or more is Public• 8 feet is considered
Formal• 4 feet is social• 2 feet is personal• Less than 2 feet is
intimate
PhysicalityWhere are you going?
Hint: Be Deliberate!Don’t Fidget
PhysicalityFrom where do you start
your conversations?
PhysicalityDo you loom?
PhysicalityTired?Nervous? Shoulder Roll
Feet Planted Thumb Roll
PhysicalityBreathe
Relax Your FaceSmile With Your Eyes
Let’s Put It TogetherLet’s start in the reception
area and head to the operatory for some
practice. How do you present a larger case with
relaxed, direct authenticity?