While I was away this past week, much of what I did was listen. I listened to tour guides, speakers, new acquaintances, and complete strangers. Although I took in their every word, I was reminded that communication is a lot more than words. Actually, words are by far the least effective part of any communication.

Did you know:
What we say accounts for 7% of what is believed.
The way we say it accounts for 38%.
What others see accounts for 55%.
(Albert Mehrabian, UCLA Communication Study)

More than 90% of what we convey has nothing to do with what we actually said! Communication isn’t about relaying information. To better communicate think about authenticity and credibility. Where is your message coming from? This message has to have a piece of you in it—it needs to come from your heart. It will come from your heart when you thought about me before you thought about you. When you do that, you will have me hook, line, and sinker.

With Gratitude,
P.S. For all the salespeople out there who would like to improve their sales or all the coaches who would like to improve their players’ performances, read this again and figure out what part of your 93% is falling short.


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