Do you read between the lines when you are talking to your prospects and clients? If not, you are missing some valuable information.
If you are wondering what it means to "read between the lines" let me explain. In order to really understand what someone is communicating to you, you need to listen beyond the words that they say. Their tone of voice, their facial expressions, and their body language can actually tell us a lot more than the words that they choose.
I recently stood up to speak at a networking meeting and could tell the group was "with" me. They were looking at me, nodding when appropriate, laughing and smiling - there was very good energy.
And then, I blew it! Later in the meeting I had an opportunity to stand up and give my one minute pitch. During my pitch, I actually noticed several people looking down. "Wow!" I thought, "What is going on?" The energy changed. I didn't get smiles. In fact, I got the feeling the group was feeling uncomfortable with what I was saying. It didn't take long for me to realize I was "selling" - and that is was pushing my audience away.
Learning to pay attention to the non-verbal side of communication can really make a difference. If your prospect is standing there with arms crossed, or glancing at their watch - it is time to move on! On the other hand, if they are smiling, nodding and asking questions, they are "telling" you that they are interested.
What can you do if you notice someone "pulling back" during a conversation?
1. Put the focus back on them by asking them a question.
2. Gently check your interpretation by saying something like, "I'm getting the impression that you disagree. Will you tell me your thoughts?"
3. Recognize that they may have somewhere else to be. You might say, "I'd love to talk with you more about this when you have more time."
Pay extra attention to the body language of the people to whom you speak. You will significantly increase your ability to understand what they are thinking and feeling. This understanding greatly effects your chances of getting your message across.
Best wishes!
Leigh Ann Rodgers, M.Ed.
Coaching, Training and Products to Develop Business Professionals (404) 964-8306
