3 slides body language for entrepreneurs

7/25/2019 3 Slides Body Language for Entrepreneurs

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Nature or Nurture?

Researchers at the University of British Columbiadiscovered that nonverbal behavior once assumed tobe acquired through environment is in fact innate.


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86% morerisk taking


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Hormone Changes

! Cortisol

The stress hormone

Decreases the immunesystem

Increases blood

pressure

Bad for long termmemory

! Testosterone

The power hormone

Improves endurance

Sharpens cognitiveabilities

Increases muscle mass


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Seating

Across the Table Seating

Less recall of what was said Reject more proposals

Shorter sentences


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Solution:


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Solution:


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The Power of Hands


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Show Your Hands

Above the Desk

Avoid Pockets

Avoid UnderarmCrossing

Avoid Sitting on Hands Avoid Tucking Hands


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Interesting Fact: Jurors find defendants who put their hands under

the table more sneaky or mistrustful.


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Master the Handshake Strength

Direction

Motion

Speed

Timing / Pumps

Dryness Doubling Up


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High Confidence

Expansive

Claiming Territory

Trunk and VitalsExposed

Head Up, Chest Up Shoulders Back


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Interesting Fact:

Female law enforcement officers are often taught tosplay their legs and widen their stance to look morein control.


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Low Confidence

Contracted

As little space as

possible Vitals Protected

Head Down or Bowed

Shoulders In


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Recommended Power Poses


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Elbow Touch

Touch increases trust and closeness

because it releases oxytocin.


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Elbow Touch

When touched on the

elbow 68% gave itback.

When not touched only23% gave it back.


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Use Your Clients Learning

Style 35% visualI see what

you mean

25% audioI hear you

40% feelingscant

quite grasp it, lets kickthe idea around


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Beginner

Keep Your Hands Visible

Intermediate

Optimize Seating Master the Handshake

Advanced

Prep Your Confidence

Elbow Touch

REVIEW:


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Self-Soothing Gestures

Wringing Hands

Suprasternal Notch

Cracking knuckles

Rubbing Arms

Biting Tongue or Lips

Rubbing TongueAlong Teeth


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Positive Cues

Chin stroking

Toes pointed towards

the sky Licking lips

Nodding

Rubbing handstogether


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Pre - Power Poses


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Modified Power Poses

Loose Arms

Face Up

Non-Contracted Legs

Expansive Arms


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...

Upper Body Movement Chest Up

Shoulders Down

Hands Visible


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The Power of Voice ToneParalinguistics


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Above Traps

Chair Height

Sitting vs Standing

Product Experiences

Stages


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Blocking

Prepare Materials / Props to Disengage Blocking:

Business CardsPamphlets

CoffeeProduct Demo


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Sales Dos

Unclenched Fists

Head Tilt

Encourage Pro-ConnectionFeelings:

Empathy, interest,

openmindedness, fondness,admiration


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Sales Donts

Discourage Anti-ConnectionFeelings:

Sarcasm, Criticism,Defensiveness,Disrespect, Superiority,

Withdrawal, Smile Nervously


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Sales Donts

Ankle Lock

Reduce nervousgestures:

Jiggling, fidgeting,drumming, tapping...

Arm Cross


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Notes for Women

Glasses / Make-Up

Submissive Wrists

Smiling

Bobblehead


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Sales in Different Environments

Eat and Sale?

Virtual Selling

Cold Calling


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Sending Videos

Introductions Project Updates

Client Meetings

VIPs


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REMEMBER:

Read your clientsmicroexpressions

Baby steps, it getsbetter with practice

Show your hands

Use your clientslearning styles

Prep your confidencebeforehand

Use the power of

touch wisely


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Beginner

Spotting Nerves

Spotting Excitement

Blocking

Intermediate

Humble Confidence

Power of Voice Tone

Eating and Selling

Advanced

Avoid Above Traps

The Bow

Video Proposals

Do and Dont Nonverbal

REVIEW:


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Customer Validation


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Why Customer Validation?

Get testimonials

Improve your product Build rapport

Get lifelong customers

Learn more about your customers

Practice body language


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How Can Body Language

Help? Make them feel

comfortable to open up

Help them trust youwith their opinions

Feel rapport to tell you

the truth

Encourage honestyand depth of emotion


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Mirroring


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Mirroring

Mirroring Body Language

Matching Cadence

Similar word usage

Facial Expressions*


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*For Men

! Modify Territorial Displays


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*For Women

Tucked / Locked vs. Crossed


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Facial Feedback HypothesisThat facial movement can influence emotionalexperience.


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Triple Nods

Research shows that people will talk 3 to4 times more than usual if the listenernods their head.

Faster = impatient

Slow = engaged


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Say My Name...and My

Friends Name Know names ahead of time

Memorize names on the spot Do research and find common friends

*The Kellogg School did a study that found

we trust people who mention names ofpeople we know. The more people we knowin common, the more we want to trust them.


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Dont Use A

Pretty Woman!


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Dont UseA Group!


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Your Product and Touch

When we holdsomething we feelownership over it.


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(Warm Drink)

Research out of the University of Toronto found thatwhen you give a person a warm drink, the warm

sensation of the drink in their hands (and their body)can subconsciously make them feel like you're anemotionally warm, likable and welcoming person.

Giving them a cold drink can have the opposite effect!In general, people who are feeling socially isolated feelphysically cold and crave warm food or drinks.


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REMEMBER:

Sales dos

Sales donts

Show your hands

Watch out for abovetraps

Prep your confidencebeforehand

Try to calmnervousness if yousee it


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Beginner

Nods

Pursed Lips

Using Names

Intermediate

Facial FeedbackHypothesis

Avoid Pretty Women /Groups

Touch

Advanced

Mirroring Posture

Matching Cadence

Copying Words

REVIEW:


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First Impressions Frank, Bernieri, University of Toledo

20 Minutes = 20 Seconds


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First Impressions

Bertram Gawronski:

Accurate Immediate

Lasting


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Do:

! Expressiveness:

Hands

Voice Tone

Body Movement

Authentic Smile

Face*


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Dont:

Hop / Jump

Fidget

Self-Sooth

Angle Away (90 Degrees Optimal)

Go Beyond the Box


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The Box


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Un-Approachable Body

Language Avoid Low Confidence Body

Language:

Turtling

Hunched over phones

Crossed arms Hands in pockets


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Language Avoid Disinterest Body Language:

Turning a away

Feet towards exit

Nod and smile less

Less mirroring


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Language Avoid Boredom Body Language:

Eyes Glazed Over Slumping

Wandering eyes

Examining the time


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Language Avoid Impatient Body Language

Foot tapping

Overhead Gazing

Drumming fingers

Running on the spot

Quick Nods

(Nonverbal Exit Clues)


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The Power of the Purse

One Item

Purse as an EmotionalIndicator

Blocking

Protection Self-Soothing


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Approaching Others

With women, alwayscome from the side orthe front (never the back!)

Use slow movement

Look for open bodylanguage


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Approaching Others

Never approach nearthe bathroom, exit orright after people get

their food

**Golden Area: Standwhere people go

right after they gottheir drink


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Interaction Tips...

Story Toolbox

*Nonverbally Strong

Darting Eyes Overhead Gazing

Hmms and Ahhs

Feet Pointing


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Gazing

Power Gazing Social Gazing Intimate Gazing


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Interaction Tips...

! Proxemics

Intimate - 0-18

Personal - 18 - 4

Social - 4-12

Public - 12 plus


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Conversation Tips

Man, these networking events can be so crazy. Mind ifI join you over here where its a little quieter?

Hmm, Im not quite sure what that dish is do youknow?

If theyre wearing a nametag ask about their name.

Ask their specific opinion: As an architect / As awoman / As a midwesterner how do you feel about...

Hi, Im ____


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REMEMBER:

Prep Confidence

Set an Intention

ReadMicroexpressions

Strong Handshakes

Mirroring

No Bobblehead


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Beginner

Approachable BodyLanguage

Feet Pointing

Conversation Starters

Intermediate

Expressiveness How to Approach

Gazing

Advanced

Engaged Face

Eyebrow Flash

Proxemics

REVIEW:


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Common Mistakes

Deer in the headlights

Only using words (7% of ourcommunication ability)


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Common Mistakes


Wide-Eyed

Fear Microexpression

Frozen Upper Body

Stiff


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Common Mistakes

! Hands Down:


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Common Mistakes

!

Pacifying Behaviors: Rubbing neck, biting lips,

fiddle with watch, playingwith hair...


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Common Mistakes

Only using words 7% of our communication

ability

Lack of expressiveness


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REMEMBER:

Prep Confidence

Use microexpressions

Point Your Feet

Nod

Expressiveness

REVIEW


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Beginner


Intermediate Lack of expressiveness

Advanced

Only using words No pacifying behaviors

REVIEW:

O li P


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Online Presence Website Social Media Profiles

Email Signatures

Videos

Business Cards

Brochures

PDFs

Press Releases

Slide Decks Mailings

Fliers

Avatars


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Eyes As CuesEngage People


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Eyes As Cues

Show People Where to Look:


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Gesturing and Pointing

Positive Emotions: Negative Emotions:


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Positive Emotions: Negative Emotions:

Babies!


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Babies!

Dilated Pupils


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Dilated Pupils


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*Women hate when men wear brown suits


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A/B Test Colors:


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Money!

Remove the $ sign

Prime a price

Priming Words

You can trustus to dothe job for you Increased

all ratings and buys


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Trust Action Not Focus Groups

A B C


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Position for Readiness

Dont Forget Your Small


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Don t Forget Your Small

Branding Opportunities

Use Unique Branding


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Use Unique Branding

Opportunities

Videos


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Videos

OK

Better

Best

REVIEW:


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Beginner

Eyes as Cues

Gesturing or Pointing

Money Signs

Intermediate

Positive Emotions

Babies Color Psychology

Action Not Groups

Advanced

Pupils

Positioning

Creative Branding

Videos

REVIEW:

Which Mode of


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c ode oCommunication?

37% of phone calls

27% face to face

21% IM chats

14% emails

*Follow up all calls and meetings with an emailconfirming

In which mode of communication do people lie the most?


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Interesting Fact:! Researchers found that combining

deception detecting techniques with

background checks reveals:

32% more cases of past job dismissals

60% more criminal convictions

82% more cases of alcohol abuse duringwork hours.

St O B li i


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Step One: Baselining

A baseline is how someone acts when they are

under normal, non-threatening conditions. It ishow someone looks when they are telling the

truth.

B li i Q ti


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Baselining Questions:

Hows the weather?

What was your weekend like?

Whats for lunch?

Can you believe that game/traffic/event thisweekend?

Self Baselining Q estions


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Self Baselining Questions:

-How do they hold their body?

-What is their posture like?

-Do they fidget?-What are their hand gestures?

-Are their legs crossed? How are they sitting?

-Do they blink a lot or have a nervous tick?

-What are their facial expressions?


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Step Two: Look For Red Flags

Open-Ended Questions

Baseline Change: Did their body change?

Baseline Change: Did their voice change?

Do you see any of the most common lying red flags...


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Common Lying Red Flags

Change in baseline

Incongruence between

words and bodylanguage

Nodding

Out of sync emotionsand words

Self-soothing gestures

Pursed lips

Disbelief lips / eyebrows

Swear to God To TellYou The Truth...

Volume Loss Touching the nose


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Interesting Fact:

Alan Hirsch and Charles Wolf observed Bill Clintonstestimony during the Monica Lewinsky trial and foundthat when he told the truth he rarely touched hisnose.

When he lied he gave a split second frown before he

answered and then touched his nose. 26 nosetouches in all.

Step Three: Find Clusters


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p

A cluster is a series of verbal messages that areinconsistent with physical behavior.

*A cluster is not necessarily a sign of lying, insteadthey are indicators of concealed thoughts or feelingsand a cue to dig deeper.

Lets Review: Deception Detection


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Let s Review: Deception Detection

Red Flag #1

Red Flag #2

Red Flag #3

Cluster

SecondMeeting

Circle Back

BackgroundCheck

Baseline

Advanced Lie Detection


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Advanced Lie Detection


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Two Truths and a Lie Game:

-When you got your first drivers license

-When you found out there was no santa

-Your first kiss

-Your first heartache

-Best day of your life

-Nicest thing someones ever done for you

-Most embarrassing moment

The Most Common Ways People Lie onResumes: *Forbes com


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Resumes:

1. Lying about degrees theyve earned

2. Falsifying dates of employment

3. Exaggerating numbers and metrics

4. Increasing previous salary

5. Inflating titles

6. Lying about technical abilities

7. Claiming language fluency

8. Providing a fake address

9. Padding grade point averages

*Forbes.com


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Alltop:


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Before the Interview

Glass Table

Swivel Chair

Angles

Anti-Blocking

Company Info

Your Card

Drink

D i h I i


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During the Interview Use the Power of Silence

Dont Mirror

Nod

Tilt

Leg Cleanse

Watch for their Doubt: Head turned away

Looking down to one side

D i h I i


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During the Interview

! Watch for Self-Soothing:

Self-touch

Hands wrapped in shirt or scarf

Picking dirt from under nails

Squeezing or pinching skin on arms

Picking cuticles

Playing with hair or jewelry

D i h I i


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During the Interview

! Watch for Lies:

Hesitation

Question inflection

Um or stalling before answering

Frozen upper body / face

One-sided shoulder shrug

Repeating the question

REVIEW:


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Beginner

Glass Table

Angle Chairs

Swivel Chairs

Intermediate

Silence

No Mirroring Head Tilt

Nods

Advanced

Watch for Self-Soothing

Watch for Lies

H ti P f T h


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Haptics: Power of Touch

Double Handshake

Elbow Touch

Upper Arm Touch

Shoulder Touch

Hug

P tti


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Patting

*Use with caution

To Build Connection


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To Build Connection...

Move to their side of the table



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Do Lunch

T B ild C ti


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Take off your jacket, loosen your tie, let your hairdown

T B ild C ti


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Purposefully remove barriers

Sh k It U N b ll


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Shake It Up Nonverbally

New locations for

meetings Offsites for creative

brainstorming

Stand for meetings

WATCH OUT!


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WATCH OUT!

Contempt

*University of Washington PsychologistJohn Gottman

WATCH OUT!


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WATCH OUT!

Chin Jut / Looking DownOnes Nose

WATCH OUT!


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WATCH OUT!

Lint Pick

WATCH OUT!


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WATCH OUT!

Eye Rolling

WATCH OUT!


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WATCH OUT!

Looking Over Glasses

No sunglasses in realestate!

Encouraging Honesty:


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Encouraging Honesty:

On Documents:

Sign on TopAND Bottom

Remind people ofcompany ethics with

classes, seminarsand a code of ethics.

REMEMBER:


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REMEMBER:

Sales dos and donts

Read for

Microexpressions Watch out for above

traps

Mirror Rapport Building Tips

Wear the colors youwant to represent

REVIEW:


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Beginner

Move to their side of thetable

Do lunch

Get casual

Intermediate

Remove barriers

New meetings

Advanced

Haptics

Patting

Encourage Honesty

Alphas


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The alpha is the individual in the community with

the highest rank.

Alpha Behavior


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Alpha Behavior Claim territory

Walk and assumeothers will move

Smile less

Keep headperfectly still whilespeaking andlistening

Speak briefly andeveryone listens

Alpha Behavior


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Alpha Behavior Hold eye contact slightly

longer while addressingothers. The Stare Down.

Look away when they arebeing addressed

Dont monitor othersresponses

Dont react to othersanswers

Interrupt

Alpha Behavior


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Alpha Behavior

They dont jiggle or pace.

They stride across rooms*

Shorter alphas deliver withvocal power, remindpeople more often of their

credentials and standwhile others sit.

Betas


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Betas often act as second-in-command to the reigningalpha.

Omegas


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Omegais an antonym used to refer to the lowest casteof the hierarchical society. Omegas are subordinate to all

others in the community, and are expected by others inthe group to remain submissive to everyone. Omegasmay also be used as communal scapegoats or outletsfor frustration, or given the lowest priority when

distributing food.

Non Alpha Behavior


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Non-Alpha Behavior

Smile more

Always watch for Alpha

or other responses Willing to be interrupted

Overly expressive

Nods a lot

Appeasement BodyLanguage

Non Alpha Behavior


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Non Alpha Behavior

Leg hopping

Foot jiggling

Self-soothing gestures

Low / protective

posture More wordy


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Pitching Mistakes


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Pointing

Voice Curling Up

Hands on Hips(Universal Battle

Stance) Missed Investor Cues

Pitching Mistakes


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Stop Motion

Self-Contempt

Blocking Behavior

Self-Soothing with Bibs

School-Marming

Pitching Mistakes


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Ventilating

Loss of Volume

Interrupting*

Looking away duringconvincing

Impatience /

Exasperation Breath Praying / Begging

Gesture

Pitching Tips:


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g

Showing Hands

Telling A Story toInvoke PositiveEmotions / SensoryStory

Demoing Ideas withHands

Expressive

Pitching Tips:


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Vocal ToneDifferentiation

Immediate ProductTouch

No Impatience

Nodding to Affirm


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Other Tips


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Success Log

Other Tips


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Other Tips

Steeple During QA

Other Tips


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Other Tips

Nonverbal Hockey Stick Chart

Other Tips


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Other Tips

To Calm Nerves: Yoga and Massages

Other Tips// /


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http://brokershandsontheirfacesblog.tumblr.com/

Watch for eye-blocking, squinting, suspicion

Other Tips


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Nonprofits: Home-like setting

Other Tips


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Study: Timeliness Is Key

Other Tips


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No Scent Floral Scent

Smell: 80% of men and 90% of women have

vivid emotion triggering memoriesevoked by odor.


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No Scent Floral Scent

84%

Clothes and Ornaments


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Clothes and Ornaments

Up to 80% of job applicants are

rejected based on how they aredressed.

Inappropriate attire is one of thetop ten complaints of hiring

managers!

Beginner

REVIEW:


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Beginner

Hand motions

Expressiveness

Intermediate

No School Marm

Show Partnership

Use Storytelling Use Smell

Timeliness

Advanced

Watch for Lies

Steeple

Public Speaking Donts


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Public Speaking Don ts

Voice Tone Command

Authoritative Voice

Tone

Changing Pace

Changing Tone

Belly Breathing



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p g

Ums, Sos, You Knows

Self-Soothing (hair

touching) Shifty Feet

One Leg Back /

Runners Stance Leaning Back



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Public Speaking Don ts

Glued to Notes

No eye contact

Head bent

Bowing

Dos: Podium Use


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Do s: Podium Use

Show Hands

Dont Shift Feet

Anti-Blocking

Lean In and Over

Public Speaking Dos


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ub c Spea g o s

Expressive

Ask Self-Reflective

Questions Stories

Vocal Variation

Flattery

Other Tips


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Never say you are nervous Dont check your phone

while you wait

Read a newspaper?

Other Tips


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p Pump Yourself Up with a

Success Routine

Success Log*

Exercise

Funny YouTube Videos

Write Goals

Gratitude Journal

Music Playlist (sing)

Other Tips


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George A. Miller: The Mind Can Hold 7 Things

Wharton School of Business: 10% retention of audio

Increasing visuals helps retention by 50%

Adding visuals to meetings cuts average businessmeetings from 25.7 minutes to 18.6 minutes!

Other Tips


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p

Help your audience stay inopen body language:

Ask questions for a

show of hands

Stand up for an activity

Talk to your neighbor

*This also works formeetings

Beginner

REVIEW:


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Beginner

Expressiveness

Gazing

Intermediate

Podium Use

Ums and Ahhs

Shifty Feet

Self-Soothing

Advanced

Vocal Variation

Hand Demos Use visual nonverbal and

aids

Help your audience stayopen

Negotiation Tips


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g p

Face to Face or Video!

Do Body LanguageHomework

Avoid Meals

Seating for Comfort

Negotiation Tips


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g p

Start with strong

rapport

Mirror voice patterns

Match body

language

Watch Their Nonverbal


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Open hands or closed hands?

Eye blocking

Tongue Catch Deception:

Final Offer

Common Interests

Intentions

Your Nonverbal


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Use hands to demoimportance

Agreement throughbody language

Take up space

(Fist)

With Caution: NegotiationTips


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Tips

Standing

Sit competitors in lowerchairs

Light touch on theshoulder

Sit in the power seat

A

BB

A

C C

DD


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Speaker

Audience


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Fight Lensing


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*Daniel Levin and Daniel Simons, Cornell University

7 out of 15people noticed.

Practice


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Film Yourself

Say Yes to Events

Have ConversationsFor the Sake ofLearning

Challenge Your Brain Have Faith in People

Body Language in the Brain


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*Temporal Lobes / Occipital / Frontal Lobes

Low Activity vs. High ActivityDr. Daniel Amen


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Long Term Potentiation:Use It or Lose It

Healthy Brain Activity


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Drug Affected Brain


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Alzheimers Brain Activity


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Good News: Our Brains HaveMuscles!


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Duval Love


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3 Months Later...


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Cold Calling Tips


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Confidence ComesThrough

Voice Tone Warmth and

Patience Voice tone accurately

predicts amount ofmalpractice lawsuits

D t D th A k