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Home > 2008 > January

From the monthly archives:

January 2008

Postscript to Debunking the myths of non-verbal communication

24 January 2008

My post on debunking the myths of non-verbal communication has been picked up by a lot of google searches for “percentage non-verbal communication”, “what % of communication is non-verbal” and the like.
For those who haven’t read the original article, have a look and you’ll find that the often quoted figure of 93% is just pure [...]

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High Prices really do influence Perceived Quality

19 January 2008

There’s an excellent article in this weeks Economist. It explores a study by Dr Antonio Rangel of the California Institute of Technology which found that if people are told a wine is expensive while they are drinking it, they really do think it tastes nicer than a cheap one.
It’s not that they just say it tastes [...]

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Debunking the myths of non-verbal communication

9 January 2008

93% of communication is non-verbal. Everyone knows that.
I’ve lost track of the number of times I’ve heard this in sales training sessions or read it in books, articles and blogs. Sometimes the stats are qualified further, for example:

“One study at UCLA indicated that up to 93 percent of communication effectiveness is determined by nonverbal cues. [...]

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"Find Your Style" to Transform Your Business Development Success

4 January 2008

Finding a selling “style” congruent with your personality and your experience is a crucial determinant of your business development success.
One of the best pieces of advice I received early in my sales career was from a consulting industry veteran who urged me to “find my own style” in order to sell effectively. I’ve found the [...]

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