The art of connection

Influencing from a distance! Read here

Various figures are banded around in terms of how much the unspoken word ultimately is the king of communication…We are talking tone and body language. Generally, around 80% of how we communicate. Very often, it is also the way that we receive any communication…What is the person really telling us!

Body Language is a significant aspect of modern communications and relationships. Therefore, it is relevant to management and leadership and to all aspects of work and business where communications can be seen and physically observed among people.

The study of body language is also known as kinesics (pronounced ‘kineesicks’), which is derived from the Greek word kinesis, meaning motion.

With the lockdown and remote working, which is now becoming the norm, how will this affect how we influence and similarly the latter will impact on any “sales cycle”.

Influence and use of is a huge part of body language…How people buy into us…Part of any sales! People buy from people! Do not forget that selling and influencing can be a concept or idea…Not just a product!

Let’s see how the following model translates to our new “virtual office!

Winning influencers share attitudes and behaviours that ensure consistent success. Studies have shown that they…

  • Indicate the benefits of their ideas
  • Neutralise resistance, preferably in advance
  • Find alternative ways to influence others
  • Listen attentively to what others say
  • Uncover needs and wants
  • Empathise continuously
  • Notice how others respond
  • Create and maintain rapport throughout
  • Eliminate weak statements from their language

Influence is heavily reliant on tone and body language…Rapport that we drive!

If we consider the above statements, what do we need to do differently, in the new virtual world?

Some points to consider…

When communicating remotely, it is even more important for the audience to see you are involved and passionate about what you are saying.

Ensure you are looking at them and maintaining some facial and eye contact. Direct eye contact may be intimidating, it is better to generally ‘look them in the face’ – it is more trusting.

Create a sense of community by encouraging questions and participation and at regular intervals

Never underestimate the value of friendly chat at the start…How else can people build rapport and get to know each other better?

Beware of ‘Continuous Partial Attention’, where you are not concentrating fully on the discussion and become otherwise engaged. The need for shorter passages of dialogue becomes ever more important!

In summary, its very much the case of remembering the art of influence and communicating and adapting to the “virtual world”.

The two words ‘information’ and ‘communication’ are often used interchangeably, but they signify quite different things. Information is giving out; communication is getting through.

Sydney J. Harris