It's not what you say

It’s Not What You Say…It’s How You Say ItThe Art of Being

Believable And Having People Want To Listen To What You Have To

Say

How We Communicate7% Is In The Words We

Use

How We CommunicateThat means that

93% Of Our Communication Is In The Way We Present

Those Words

Communication7% is the words we use93% is in the delivery

That breaks out as:38% in Tonality

+ 55% in Physicality

Tonality• Pace

• Pitch• Tone

• Volume• Melody

TonalityPace

For whom might you speed up your pace when talking?For whom would you slow down?

TonalityPitch

Who needs to hear you higher?Lower?What do each convey?

TonalityTone

From “edgy” to “breathy” you convey something different. When would you use edge? When deep? When breathy?

TonalityVolume

Most people don’t speak loudly enough. They drop off important words at the end of the sentence

TonalityVolume

You need to speak loudly USUALLYThere are times you’ll go low and soft, though. When?

TonalityMelody

It’s funny, but most people get serious and go to “one note” or maybe two notes. You’ve got to add melody to be interesting AND believable!

TonalityMelody

Now – think about commas and periods in your sentences.

What keeps people interested?

Let’s PracticePick Something That Just Happened To You• Think About Banjo Music• Think About The “Jaws”

Theme

Physicality55% of what we convey is

in our facial expression and body language

PhysicalityPeople believe about half

of what they read in someone’s face

And…

PhysicalityPeople believe 100% of what they read in body

language

So, where are we standing?

HOW are we standing?Do we need to be sitting?

PhysicalityDistance –

• 12 feet or more is Public• 8 feet is considered

Formal• 4 feet is social• 2 feet is personal• Less than 2 feet is

intimate

PhysicalityWhere are you going?

Hint: Be Deliberate!Don’t Fidget

PhysicalityFrom where do you start

your conversations?

PhysicalityDo you loom?

PhysicalityTired?Nervous? Shoulder Roll

Feet Planted Thumb Roll

PhysicalityBreathe

Relax Your FaceSmile With Your Eyes

Let’s Put It TogetherLet’s start in the reception

area and head to the operatory for some

practice. How do you present a larger case with

relaxed, direct authenticity?