Here is another blog post on Tim Sales’ Brilliant Communicator Qualities. If you would like to read the previous ones, click here for Qulaity No.1 ‘Be Interested in the Prospect’. For Quality No. 2 ‘No Distraction’, you can click here.
Today’s quality is about having a sincere friendly facial expression. This may seem like commonsense to you. However, Tim’s insight is worth pondering. He talks about the difference between having a sincere friendly facial expression and a smile. He is not a big fan of Neuro-linguistic programming(NLP) either. What about his view on body language?
Read on and you will discover some interesting perspectives.
Tim believes that having a genuine interest in helping the prospect is far more powerful than having a smile on our face. When we do care about the prospect, we will naturally have that genuine friendly facial expression. Tim noticed that when the network marketer became anxious, the friendliness just disappeared!
I believe what Tim refers to is our authenticity, our genuine desire in helping the prospect to see if the product or business opportunity is a match for THEM.
I noticed that when the desire to help is not there, it is often the forced smile that people put on. Trust me, the prospects will feel the difference between a genuine smile and a forced one!
Neuro-linguistic programming (NLP)
Neuro-linguistic programming is a largely discredited approach to communication, personal development and counselling created in the 1970s. The title refers to a stated connection between the neurological processes (“neuro”), language (“linguistic”), and behavioral patterns that have been learned through experience (“programming”) and can be organized to achieve specific goals in life. According to certain neuroscientists, psychologists, and linguists, NLP is unsupported by current scientific evidence, and uses incorrect and misleading terms and concepts.
I am, however, in support of Tim’s view. He believes that when we spend our energy on watching our prospect’s posture, and mirroring what they do, we lose focus on the prospect’s wants and don’t wants. It makes total sense to me to use a prospect-centred approach in communication to explore our prospect’s concerns, deeper feelings , stress, pain or other challenges in life.
This is an interesting area. We can certainly pick up the body language of our prospects to adjust the manner that we are communicating with them. However, when we are putting too much emphasis on this aspect of communication, Tim believes that we would have our focus on the prospect shifted. For Tim, it is definitely that simple – having a sincere friendly facial expression because there is a genuine dessire to help the prospect.
Personally, I benefit a lot in noticing the prospect’s body language and has my style of communication checked in. For example, when a prospect’s body tightens, I know that the ‘greeting’ has not been done yet. Here, I am talking about Tim’s interpretation of ‘greeting’. The greeting is only accomplished when we have the prospect talking to us freely and openly.
What is Your Experience?
Tim’s observation is that when fears came to the network marketer’s mind, the friendly expression just disappears.
I can recall the days when my focus was very much on saying the right words and answering the prospect’s questions well. The original friendly and relaxed look probably disappeared.
What is your insights on this?
Any past experiences that you would like to share?
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