123 - How the 7-38-55 Rule Applies to Sales

Albert Mehrabian's research, which started back in the 1950s, led to the development of the 7-38-55 Rule. The rule suggests that communication can be broken down into three components:

1. Words (Verbal): This aspect includes the actual spoken or written words used during a conversation. In Mehrabian's study, it accounts for only 7% of the total impact of a message.
2. Tone of Voice (Vocal): The tone, pitch, and inflection of one's voice fall under the vocal component. It contributes to 38% of the overall impact in a message.
3. Body Language (Nonverbal): The most influential part of communication is nonverbal cues, such as facial expressions, gestures, posture, and eye contact. This component makes up a significant 55% of the total impact in a message.

In this episode, we share some examples of how this applies to sales, especially in the more virtual world of selling.

 

Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

 

Host Contact Information - Chris Freeman

LinkedIn - http://linkedin.com/in/chrisfreeman

Facebook - https://www.facebook.com/chris.freeman.9461