What is your body language saying?

Perhaps you have heard about the "rule" that states that 90% of what a person hears is not verbal. The majority of the message that we receive when we speak with another person comes not from the words we use or the tone of our voice. Instead, it comes from the way we stand before the other individual. It is called "body language".

This article from the Univesity of Texas Permian Basin (https://online.utpb.edu/about-us/articles/communication/how-much-of-communication-is-nonverbal/) explains.

It was Albert Mehrabian, a researcher of body language, who first broke down the components of a face-to-face conversation. He found that communication is 55% nonverbal, 38% vocal, and 7% words only. This is where the idea that the vast majority of communication is nonverbal originated, but does this really mean that less than 10% of information is conveyed in spoken words?

It turns out that the above formula was developed with a specific purpose in mind: comparing facial and vocal components to decipher a person’s attitude. According to Mehrabian, “When there are inconsistencies between attitudes communicated verbally and posturally, the postural component should dominate in determining the total attitude that is inferred.” Is 90% of communication nonverbal? No, information is conveyed verbally, but in a face-to-face conversation, body language and facial expressions can have an incredible impact on how information is interpreted.

In “The Definitive Book of Body Language,” Allan and Barbara Pease analyzed thousands of recorded sales negotiations from the 1970s and 1980s and found that body language accounted for the majority of the impact made negotiating. They also considered how the person with the strongest argument usually wins in negotiations over the phone but not always in face-to-face conversations. Although the idea that 90% of communication is nonverbal can be put to rest, a person’s body language and our first impression of them can heavily influence our decision-making.

This series of informational photos are created to assist you understand the "message" a customer receives as you are standing in front of them.

There are 7 positions. We suggest you visit each of the pages and print them for use in your business as an educational tool. We have created them using various attire.
Photo #1 is with a coat and tie.
Photo #2 is with a jacket such as a pharmacist would wear.
Photo #3 is with an open collar shirt.
Photo #4 is with a shirt and tie.

Click on each of the links below to visit the appropriate page