Dear TRUST members,

It was an immense pleasure to meet all of you in Oslo on April 26, 2024, at the TRUST networking event! I believe you are a fantastic group of wonderful, supportive people, and I will fondly remember my April stay in Norway. Since our time together was so enjoyable, I would like to share with you a few tips on the topic of our training.

HOW TO SHAPE “BODY LANGUAGE” IN BUSINESS RELATIONSHIPS

Dear TRUST member,
We all know the old adage: “People judge you by how they see you.” With that in mind, I want to draw your attention to how you can become more persuasive by consciously shaping your nonverbal signals. As you probably know, these cues—though listeners generally do not analyze them consciously—have a significant impact on how others perceive the person who sends them. From the widely cited research conducted by Albert Mehrabian in 1967, we learn that the way a person is perceived by others is influenced by:

• 55 % facial and body signals (e.g., gestures, facial expression, posture)
• 38 % vocal cues (tone of voice, its timbre, speaking pace)
• 7 % verbal content (the substantive layer of the message we intend to convey)

As you can see, it’s not only what we say that matters, but also (and perhaps above all!) how we say it.

If you want to make a good impression on your interlocutors, you should remember, first and foremost, to:

• Keep your hands visible.
  Do not hide your hands under the table, in your pockets, or behind your back. No matter what expression you wear during a conversation with a client—or what you say—if your hands are not visible, your counterpart may interpret your signals as negative: unwillingness to communicate, lack of respect or interest, or even an attempt to hide important information that could be disadvantageous to you.
• Avoid “lying gestures.”
  Some of the most common (and simultaneously most revealing) gestures that indicate someone is lying, withholding information, or feeling uncomfortable are: Scratching one’s nose or cheek, Rubbing under the eye with the index finger while looking away, Loosening one’s shirt collar, Scratching one’s ear or neck, Covering one’s mouth while speaking. These gestures can make your counterpart doubt your sincerity.
• Do not point at anything or anyone with your finger.
  Wagging your index finger at someone is usually perceived as extremely aggressive and is often associated with asserting control. Very few people appreciate it. Instead, use the “open” gestures mentioned above—sometimes nicknamed “papal” gestures—for a more welcoming impression.
• Do not cross your arms or legs.
  Crossing your arms over your chest or crossing your legs (or doing both) sends a defensive signal—indicating you are closing yourself off from communication. Such behavior can also be interpreted as antipathy toward your interlocutor.
• Do not adopt the “American figure-four” position or make yourself appear visually wider.
  These postures convey excessive self-confidence and a desire to dominate. They can alienate your counterparts and discourage further business discussions—avoid them.

  Instead, you should, as often as possible:

• Use “open gestures.”
  Showing “clean hands” demonstrates the pure intentions behind your words. It’s also a way to build close, friendly relationships with your interlocutors. Use these gestures whenever you can.
• Adopt an open body posture.
  When speaking with someone, maintain an upright, relaxed stance—though not so “laid-back” that it borders on arrogance.
• Smile sincerely.
  It has been proven that anyone who smiles during a sales presentation—even over the phone—sells more than someone who does not. A genuine smile creates warmth and trust.
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• Match your posture to your interlocutor’s.
  Mirroring your counterpart’s gestures and body position can foster rapport. However, avoid mimicking their behavior too blatantly, as this can come across as mocking or rude. Subtlety is key.

That’s all for the basic tips to start our acquaintance!
GOOD LUCK!
May the Force of Building Positive Business Relationships be with you!

Olek Binsztok.

And if you’d like to develop your colleagues—or yourself—in the areas of effective sales, negotiation, self-presentation, leadership, or building a high-performing team, I invite you to join our online training sessions or individual coaching sessions!

Contact Information:
Dr. Aleksander Binsztok
Training and Consulting Company “Binsztok & Partners”
Wroclaw University of Economics
Phone: +48 602 717 555
Email: binsztok@binsztok.pl
Web: www.binsztok.pl