In Building Trust, Communication, Tom Payne

Tom Payne studio portrait. Photo by Andrew Collings.

Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively.

Charisma consists of both verbal and nonverbal communication.

Power of charisma

Because we interpret nonverbal cues subconsciously, nonverbal communication is far more powerful: we transmit information to other people without even realizing it.  Those people, in turn, read our nonverbal cues without realizing it.

If we tell use words to tell a prospect one thing, but our nonverbal cues communicate something different, the prospect will trust our nonverbal cues over our verbal ones.

Balance of charisma

You must balance the two aspects of charisma: strength and warmth.

Strength communicates an ability to help. Warmth communicates a desire to help. If you’re too warm, you may seem weak. If you’re too strong, you’re intimidating.

When you balance strength and warmth, the results can be almost hypnotizing.

In this episode:

  • Understand the number one tool for developing charisma.
  • Learn the impact charisma has on people’s emotions.
  • Discover how to avoid ambushes in sales presentations.
  • Uncover the relationship between self-talk and charisma.
  • Learn easy ways to practice reading other people’s nonverbal cues.
  • See how charisma can save situations that shouldn’t be salvagable.

Studies show that 70% of people can identify the winner of election simply by looking at the candidates’ photos for one second. Researchers asked participants to choose the more competent candidate, and they were successful 70% of the time.

Episode resources

Tom’s book Selling With Charisma will teach you about the most charismatic people in the world, and how their ability to control their nonverbal behavior allows them to succeed in their work.

Join us in April for the next semester of The Sales Evangelist Hustler’s League. Whether you’ve been selling for 15 days or 15 years, we’ll focus on how to build value so you can find more leads and close more deals.

Drop me an email if you have additional questions or want more information.

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