Page 21 - RW205.01.0819 WW-Seminar-The Perfect Presentation

THE POWER OF non-VERBAL COMMUNICATION

Voice

VOLUME PITCH SPEED
Speak at a suitable volume Change the intonation to Try to keep a comfortable pace
for the situation. Typically, match what you are saying. for your prospect. Typically,
not too low because you Don’t speak in a monotone. this would be fast enough to
will be perceived as lacking maintain interest, but slow
confidence, not too loud enough for clarity.
because it will be annoying.

“Read” your prospect 3

Don’t stop at watching your own non-verbal communication. Watch your prospect’s too to find clues on
how they feel about you and your presentation. Keep in mind that every body is different and so can be
their non-verbal communication. But there are common traits. See some examples below.

Feeling Non-verbal communication

BORED Drumming fingers, swinging feet, looking around, looking at the
time, yawning.

INTERESTED Stillness, focus, leaning forward, matching eye contact, nodding.

CLOSED Crossed arms/legs, looking away from you.

CONSIDERING Touching chin, lips or other parts of face; pursed lips.

INSECURE Fidgeting with hair, clothes; avoiding eye contact; clutching
objects to body.

Much of non-verbal communication depends on the culture and the relationship. For example, eye
contact and personal space may vary greatly between two friends, two strangers and between
different cultures.

3 Adapted from S. Harrison (2010), Ideas Selling.

EXERCISES 9-10 RW205 WW.1205.01.0819 21