Has it ever occurred to you how much you are saying to people even when you are not speaking? Unless you are a master of disguise, you are constantly sending messages about your true thoughts and feelings whether you are using words or not.
Studies show that your words account for only 7% of the messages you convey. The remaining 93% is non-verbal. 55% of communication is based on what people see and the other 38% is transmitted through tone of voice. So think about it… In the business setting, people can see what you are not saying. If your body language doesn't match your words, you are wasting your time.
Eye contact is the most obvious way you communicate. When you are looking at the other person, you show interest. When you fail to make eye contact, you give the impression that the other person is of no importance. Maintain eye contact about 60% of the time in order to look interested, but not aggressive.
Facial expression is another form of non-verbal communication. A smile sends a positive message and is appropriate in all but a life and death situation. Smiling adds warmth and an aura of confidence. Others will be more receptive if you remember to check your expression.
Your mouth gives clues, too, and not just when you are speaking. Mouth movements, such as pursing your lips or twisting them to one side, can indicate that you are thinking about what you are hearing or that you are holding something back.
The position of your head speaks to people. Keeping your head straight, which is not the same as keeping your head on straight, will make you appear self-assured and authoritative. People will take you seriously. Tilt your head to one side if you want to come across as friendly and open.
How receptive you are is suggested by where you place your arms. Arms crossed or folded over your chest say that you have shut other people out and have no interest in them or what they are saying. This position can also say, "I don't agree with you." You might just be cold, but unless you shiver at the same time, the person in front of you may get the wrong message.
How you use your arms can help or hurt your image as well. Waving them about may show enthusiasm to some, but others see this gesture as one of uncertainty and immaturity. The best place for your arms is by your side. You will look confident and relaxed. If this is hard for you, do what you always do when you want to get better at something - practice. After a while, it will feel natural.
The angle of your body gives an indication to others about what's going through your head. Leaning in says, "Tell me more." Leaning away signals you've heard enough. Adding a nod of your head is another way to affirm that you are listening.
Posture is just as important as your grandmother always said it was. Sit or stand erect if you want to be seen as alert and enthusiastic. When you slump in your chair or lean on the wall, you look tired. No one wants to do business with someone who has no energy.
Control your hands by paying attention to where they are. In the business world, particularly when you deal with people from other cultures, your hands need to be seen. That would mean you should keep them out of your pockets and you should resist the urge to put them under the table or behind your back. Having your hands anywhere above the neck, fidgeting with your hair or rubbing your face, is unprofessional.
Legs talk, too. A lot of movement indicates nervousness. How and where you cross them tells others how you feel. The preferred positions for the polished professional are feet flat on the floor or legs crossed at the ankles. The least professional and most offensive position is resting one leg or ankle on top of your other knee. Some people call this the "Figure Four." It can make you look arrogant.
It's time to forget about the reasons and excuses that have prevented you from attaining top production.
It's time to forget about staying in your "comfort zone" which may not be effective in the current job market.
It's time to forget about being hesitant to change because if you don't, your competition will run over you.
It's time to forget about thinking you have all the answers because new methods and ideas will make you more money.
Client changes, technology changes, social media changes, economic conditions change and so do YOU!
The definition of insanity is "doing things the SAME way and expecting different results!" Take a minute to look at your income for 2016 and your year to date income right now. You only need to answer one question...is there room for improvement?
If the answer is YES, that proves you need to take yourself off automatic pilot and implement subtle changes that will increase your production and income.
Now you need to answer the most difficult question - what changes should you implement? It can be next to impossible to identify areas you should change when you are in the midst of working your desk.
Most successful people have made a lifetime commitment to learning and identify coaches and mentors who can help them achieve more.
Who is your greatest cheerleader?
Who is the person who challenges you to accomplish more?
Who is the person you respect as a coach or mentor?
In order to take advantage of the upswing that will exist for the next few years, you need to set aside time for learning.
When is the last time you READ A BOOK (profession specific or business specific)?
STOP PROCRASTINATING! INVEST A LITTLE IN YOURSELF TO REAP THE REWARDS OF A BETTER LIFE!
THE WORD - AFTER IT'S SAID
Most sales people are great "talkers" and don't focus enough on improving effective listening skills. How often have you said something to a client or candidate that you'd like to take back?
Are you making WWD (what we do) presentations or do your conversations focus on what's most important to the other person? People would rather talk about themselves than anything you're trying to sell to them. It is difficult to realize that your customers and clients don't really care about our opinion. They only care about theirs. That is why it's so important to always focus on the benefits your customers and clients will enjoy as a result of having you represent them.
It's especially important to be aware of what you say when problems occur. This is when you have to be at your best. It's important to develop an outside/in attitude always seeing your services through the eyes of your customers and clients. When you develop this attitude, you won’t have to "recover" your words!
THE OCCASION - AFTER IT'S MISSED
We are in a new decade, a new market and a different economy. You have "occasions" every day to attract and land your best client. Each day, you are capable of changing someone's life for the better! If you don't arrive at work each day with high expectations of yourself, opportunities will go to your co-workers or competitors. Life is too short to miss out on taking advantage of all opportunities and occasions that present themselves.
THE TIME - AFTER IT'S GONE
This is not 1999 and you don't want to waste one minute focused on previous years. Focus on today and tomorrow and see the endless opportunities at your fingertips. If you want a Record Year, know your numbers and commit to hit the goals you set. If you have not attained your goals in January and February, figure out the difference and add it to the next ten months. You don't want to give up your dreams and goals before the end of the first quarter.
You don't want 2017 to be a "woulda, coulda and shoulda" year. Let's make 2017 the year that you commit to the level of results you need each day, to consistently hit your production and income goals.
THE STONE - AFTER IT'S THROWN
No matter what industry you are in, you are in a great profession. It is important that you remain positive when discussing your competitors. Negative remarks affect the opinion of your entire profession. If you get an opportunity to promote your profession by writing an article, speaking at an event or being interviewed about the benefits of utilizing your firm... accept the opportunity.
You change people's lives every day and it's time this message gets out to all your clients and customers.
It's so easy right now to be overwhelmed by the demands of Christmas! Some of the demands on your time could include shopping, cooking, traveling, decorating, wrapping, writing, shipping and socializing.
Today, I'd like to suggest that you to spend some time with a child, any child and see the Holiday through their eyes for just 15 minutes.
Take a moment to think of the people who have "touched your life." Think of someone whom might be alone this Holiday Season. There are no greater gifts than friendship and love.
It's important to spend time with family and friends...
It's important to enjoy the sounds, sights and smells of the Holiday Season... It's important to "give" to others, realizing the best gift is the gift of "your time!"...
This year has NOT been EASY and you DESERVE to carve some time out just to enjoy yourself.
Now to quote Dr. Seuss... "And the Grinch, with his Grinch-feet ice cold in the snow, stood puzzling and puzzling, how could it be so? It came without ribbons. It came without tags. It came without packages, boxes or bags. And he puzzled and puzzled 'till his puzzler was sore. Then the Grinch thought of something he hadn't before. What if Christmas, he thought, doesn't come from a store? What if Christmas, perhaps, means a little bit more?"
If you don't have the funds to spend this Holiday Season, REMEMBER- even the GRINCH realized it's not about the presents, ribbons and bags - it's about celebrating the Holiday and sharing your "time" with the people you care about!
To your continued success, in this year and beyond -
You can have the greatest attitude, a strong telephone presence, and the skills. But if you lack strong work habits, you are destined to failure.
Work habits are comprised of the following seven components:
First, the Plan
The plan is how you are budgeting your time. Your time is fixed and limited and deserves to be allocated in blocks of time. Think of your day starting at 4 pm. You spend the time late in the afternoon divvying up the hours of the next day into segments where each hourly focus is fixated, with laser-beam intensity, on one type of activity. If you spend the block of time on one type of activity (such as only sales calls from 9 to 11, or only qualifying calls from 11 to 12) then you synergize your efforts and increase your effectiveness.
Second, the Goals
Start each day by finding the answer to this question: What are the two or three things that I need to accomplish today in order to consider it a successful day? Write them down. Congratulations, champ. Statistically, you have just tripled the odds of your achieving those goals because you invested seven seconds in scribbling them on a sheet of paper..
Third, the "Start" Intensity
How soon do you start your day? Do you tackle the morning or do you let the next day sort of ooze into existence? The way you perform all day depends upon how you start it. Be aggressive in the start time and you'll see a significant improvement in your end time. And if you start doing administrative items instead of making phone calls, then you never seem to get around to making phone calls. How you start your day is the way you'll end up finishing it.
Fourth, the Execution
Most of us are successful in spite of ourselves, not because of ourselves. You can always get better. You can always improve how you do what you are supposed to do. The energy of your execution, doing what it is you are supposed to do the way you are supposed to do it, should always be an increasing challenge for you. This will keep you from getting burned out, washed up, and overall tired of the business. If you ever feel this way, then start seeing how much more you can get done in a day.
Fifth, the Hour-by-Hour Focus
Each day should have an hour-by-hour focus.
Sixth, the Distancing of Distractions
The biggest distraction that an employee used to have was the co-worker. Now it's email. Think about it: normally you'll check your emails in between phone calls and think that you might as well respond to them because they might be urgent. It'll just take a few seconds, you tell yourself. Forty minutes later, you have carefully crafted only two responses and lost all track of time and have screwed up your plan. 'Rapture of the Email' will keep you out of focus and out of balance when it comes to getting things done. Schedule time in your day to check your Email, to make your personal calls, and to chat with your friends in the office. By distancing the distractions during your precious prime time, you'll have more energy and more concentration on the task at hand.
Seventh, Continuous Observation
During the day and throughout the day, ask yourself this question:"What is the best use of my time, right now?" Continuously observe how you are spending your day and question the best use of it. By doing this, you will always bring yourself back in alignment with doing those things that need to get done and not those things that distract you and keep you away from you achieving all that you truly deserve to achieve.