Bill Acheson, Keynote Speaker in Nonverbal Communication
 

Keynote Speaker · Nonverbal Communications · Sales Presentations

 
 


Buying Signs: A New Look at Selling

In this presentation, Bill Acheson examines how non-verbal skills associated with rapport, personal power, and deception come into play when prospects or clients meet face-to-face with sales professionals.

Buying Signs: A New ‘Look’ at Selling” is filled with nuggets of information about body language that will help the sales professional to more accurately understand the hidden messages sent through non-verbal communication. We examine, in detail, the significance of how to approach others, styles of handshakes including subconscious indicators of attitude and intent, and, finally, we take a fresh look at the number one indicator of sales success: listening skills.

Rapport Building

A look at “Rapport Building” includes how to approach prospects, as well as the differences in approaching men and women. Learn the six styles of handshakes and how to differentiate both conscious and subconscious non-verbal cues.

It takes only 1/24th of a second to create a first impression at the subconscious At three seconds that first impression is established and unlikely to undergo further significant change.

Non-verbal messages in first meetings are as much as ten times more powerful than words in establishing personality. Even simple behaviors have strong impacts. For example, to establish rapport when meeting others, remember to approach women "head on," but to approach men from a slight angle.

Non-verbal communication may be conscious or subconscious. The subconscious signals are far richer in message value. When you shake hands with someone, for instance, you provide a firm grip, smile, and establish eye contact. These are conscious signals. But a subconscious cue, the non-shaking hand, is often the best indicator of attitude and intent on the part of the other person.

Listening skills are equally critical in building rapport and in themselves are good non-verbal indicators of successful business communication. Do you know if your prospects are listening to your message? Do they believe you are responsive to their message? In this session we also take a look at projecting and interpreting listening behavior.

This segment is also done as a standalone keynote presentation.
 

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Personal Power

Personal Power is "the ability to get things done," but what does it look like? In conversational speech it is controlled and relaxed. In presentations personal power is dynamic and forceful. Men tend to be overt in their displays of power, while women practice subtlety. In this presentation, you will learn more of how we communicate through body language

Power is defined as the absence of fear. The key to projecting personal power is to maintain a relaxed muscle tone. While standing, maintain an erect, but relaxed posture. While sitting, a backwards lean is most effective for men; erect posture is more appropriate for women.

As a rule, movement and power are inversely related. Your hands and feet should move less than average. For males, steepling, with fingertips together and palms apart, and hand to chin behavior indicate high levels of personal power. For women, unobtrusive steepling, with fingers pointed downward, indicates personal power without overt aggressiveness.

When movement is desired, gestures should be purposeful and dynamic. Men tend to be slightly exaggerated when gesturing; women restrained.

In “Personal Power,” we examine professional and social settings to learn how people use time, space, appearance, posture, gesture, voice, facial expression, eye contact, touch, silence, and even smell to communicate messages about power.

This segment is also done as a standalone keynote presentation.
 

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Identifying Deception

The ability to identify deception is critical in a world where things are not always what they seem. Deception is a conscious act that tends to create involuntary physiological responses on the part of the speaker, providing an opportunity to determine when we are being deceived. As a rule, the bigger the lie, the easier it is to detect through non-verbal communication. A review of research data shows that it is harder to lie successfully to a member of the opposite sex or to a person you perceive is more attractive than you.

Unskilled liars avoid direct eye contact, often looking downward while speaking. They fidget with their hands and feet, often covering their mouths while speaking. Their speech contains many “nonfluencies.” Liars often tense their muscles, blink noticeably, swallow hard, bite their lips, and in extreme cases may perspire or blush.

In "Identifying Deception," we learn that skilled liars hold eye contact for “too long.” They tend to control their hand movements, often concealing their hands or holding one hand with the other. They use far fewer gestures than usual. Their speech is “too fluent,” sounding contrived or practiced. Skilled liars tend to conceal and release tension through their feet. They may also resort to using “truth talk.”

This segment is also done as a standalone keynote presentation.

Bill Acheson's keynote speech, Buying Signs: A New Look at Selling helps you  identify deception, build rapport, and project personal power.
 

 
 

 

 
 

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Bill Acheson · Keynote Speaker  ·  412-302-3081
BillAcheson@mac.com
Nonverbal Communications and Body Language for Sales Professionals
Sales Presentations · Sales Meetings · Sales Professionals