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Understanding the
Importance of Nonverbal
Communication
Jan Hargrave
www.janhargrave.com
Understanding the Importance of
Nonverbal Communication
Scientific fact that person’s body gestures
give away his true intentions
Over 90% of all face-to-face
communication is nonverbal
Understanding the Importance of
Nonverbal Communication
Actions Speak Louder Than Words
Conveys true feelings and attitudes
55% body language
38%voice inflection
7% actual words
Understanding the Importance of
Nonverbal Communication
Understanding the Importance of
Nonverbal Communication
Jan Hargrave
Body Language Expert, Author:
• Let Me See Your Body Talk
• Judge the Jury
• Freeway of Love
• Strictly Business Body Language
• Poker Face
Understanding the Importance of
Nonverbal Communication
Questions to determine your existing knowledge of nonverbal communication
Back and forth stroking of the chin signifies…
Jingling money in pockets signals...
Excessive use of left hand movements implies...
Placing hands in a steeple gesture indicates…
Understanding the Importance of
Nonverbal Communication
Secrets to the Handshake (palm power)
First Impressions • Palm-up position
• Palm-down position
• Palm-closed-finger-point position
• Vertical position
• Entrance/Exit handshakes
• Anchoring during the handshake
• Shoulder position during the handshake
Understanding the Importance of
Nonverbal Communication
Arm motions
Reveals clients underlying attitude
Defensiveness vs. receptiveness
Proper arm crosses
Options for relaxing client’s defensiveness
Hands behind head (dominance)
Hands on hips (readiness)
Understanding the Importance of
Nonverbal Communication
Recognizing Dishonesty/Honesty
Gestures
Stem from childhood hand-to-face habits
Eyes, voice inflection, hand gestures
Give 4 statements…audience determines
which one is a lie
Nose touch, eye touch, ear touch
(manipulators)
Honesty gestures
Understanding the Importance of
Nonverbal Communication
Negative Body Language Gestures
Clenched fists: aggression
Crossed arms: defensive
Leaning away: disinterest
Fidgeting objects: nervousness
Lack of eye contact: insecurity
Understanding the Importance of
Nonverbal Communication
Positive Body Language Gestures
Leaning in closer: interest
Hand steeple: confidence
Direct eye contact: sincerity
Firm handshake: assertiveness
Head tilt: interest
Nonverbal feedback: respect
Understanding the Importance of
Nonverbal Communication
Jan Hargrave
www.janhargrave.com
(view quiz on site: www.janhargrave.com
to determine how much knowledge you’ve
gained from this webinar)
http://www.janhargrave.com
