Communication experts have known for a long time that what you say is not nearly as important as how you say it. The most often-cited study I know concluded that 93% of communication is made through non-verbal and vocal communication, while only 7% comes from the words being said.
The study was done a long time ago with a fairly small sample size and in a sales situation, so the numbers I just mentioned are not necessarily as accurate as people who recite the information suggest. But they are for us, because we’re talking about sales!
If less than 10% of what is being “said” is not actually being said, how do you improve your communication? How do you “say” what needs to be said to potential clients so they become your customers?
That is the question for today’s episode. I’ll add color and context to the conversation, and then reveal the #1 most important skill you have to develop if you want to connect with couples – or anyone for that matter.
