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Body Language & What Influences Human Behaviour For Linkedin Business Members
© 2013 [email protected]
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Body Language
You can change what you need
to say.
You can change the way you
say something.
But it’s extremely difficult, &
for a lot of people impossible
to change your body language.
© 2013 [email protected]
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Awareness
Your eyes, hands, arms, head, legs, feet, posture, walk &
voice are all clues to how you are really feeling.
They can give away many of your hidden secrets.
Client’s don’t even have to understand the dynamics of
body language as their sub-conscious automatically
picks up on these signals.
© 2013 [email protected]
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Thoughts For Your Linkedin Profile
People do not care how much you know, until they know how
much you care.
Unconscious competence is communicating with buyers and
clients at an unconscious level.
You are the Ambassador of your product, so you have to sell
yourself first.
First impressions, i.e. First 5 seconds really count.
Your body language never lies.
© 2013 [email protected]
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Influence Must Have
Trust Respect.
Question: Which one comes first?
Answer: First comes trust 75%. Followed by 25% respect.
As your client relationship builds, this should balance out at 50-50% trust & respect.
© 2013 [email protected]
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What Influences Human Behaviour?
The words you speak =7%
The quality of your voice = 10%
The physiology i.e. your Body
Language = 83%.
© 2013 [email protected]
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The Three People Profiles
V-A-K
V= VISUAL i.e. The Visionary.
A= Auditory i.e. The Advocate.
K= Kinesthetic i.e. The Controller.
© 2013 [email protected]
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V= VISUAL
V= VISUAL i.e. The Visionary
Gestures – Upward & outward, often
uses white boards, flip charts
etc.
Voice – Loud & fast paced.
Motions – Exaggerated, Animated.
Qualities - Strategic Planner.© 2013 [email protected]
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A= Auditory
A= Auditory i.e. The Advocate.
Gestures – Side to side
Voice – Average volume/pace
Motions - Medium Speed
Qualities - Day to day business operations.
© 2013 [email protected]
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K= Kinesthetic
K= Kinesthetic i.e. The Controller
Gestures – Downward
Voice – Monotone, slow paced, low volume
Motions - Methodical, slow pace.
Qualities - Cautious, calculating, conservative.
© 2013 [email protected]
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Identify Your Client Profile
It is essential to try and
identify which of the
three main profiles your
potential client fits into,
as this will make your
conversation and your
‘close’ so much easier.
© 2013 [email protected]
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Common Words For The V.A.K.
VISUAL. Imagine, picture, see, got my eye on you,
visualise, envision, look, view, display.
AUDITORY. Hear, think, speak, listen, chat, discuss, talk,
have a conversation, tell, repeat.
KINESTHETIC. Feelings, reach out, gut reaction, digest,
touch base, come together, warm, cosy.
© 2013 [email protected]
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How to Treat Your Linkedin Clients
Remember what your parents told you
repeatedly as a child. Always treat
people the way you want to be treated.
• Question: Right or Wrong?
• Answer: Wrong!
You should always treat people the way
THEY want to be treated.© 2013 [email protected]
Contact Us Today
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Contact our UK office today
Link Business Marketing Ltd
T: UK 0843 155 0008
T: UK (0) 151 721 9078
W: www.elinked.eu
Key Words & Key Phrases Used In This Presentation
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