{"id":26626,"date":"2021-02-14T09:12:04","date_gmt":"2021-02-14T13:12:04","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26626"},"modified":"2021-02-14T12:19:41","modified_gmt":"2021-02-14T16:19:41","slug":"unconscious-communication","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/unconscious-communication\/","title":{"rendered":"Earn Trust Through Unconscious Communication"},"content":{"rendered":"\n<p>What is unconscious communication? How is mastering your <a href=\"https:\/\/www.shortform.com\/blog\/body-language-crucial-conversations\/\">body language<\/a> and tone essential to completing a successful sale?<\/p>\n\n\n\n<p>Unconscious communication is how we communicate using body language and tone, and it all affects how a salesperson interacts with a prospect. Body language and tone make up about <em>90 percent <\/em>of our communication. Words and their meaning are only <em>10 percent.<\/em><\/p>\n\n\n\n<p>Learn how to use unconscious communication to earn trust with a prospect.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">What Is Unconscious Communication?<\/h2>\n\n\n\n<p>Unconscious communication is how we communicate using body language and tone and it is essential in completing a successful sale. <strong>Everything the salesperson does is unconscious communication with the prospect. <\/strong>This is how the prospect will decide whether to trust you.&nbsp;<\/p>\n\n\n\n<p><strong>There is no combination of body language and tone that\u2019s the golden ticket. <\/strong>It would be impossible to convey your entire sales pitch in four seconds. Instead, think about <em>how<\/em><strong> <\/strong>you make your pitch: The <strong>tone is essential. <\/strong>Our ears are very adept at picking up even tiny changes in tone. Think about when you were little and your mom was annoyed with you\u2014she\u2019d say your name in only a slightly different manner, but you\u2019d know right away.&nbsp;<\/p>\n\n\n\n<p>If the sale happens in person, add <strong>body language or mannerisms <\/strong>to tone as another essential factor.&nbsp;<\/p>\n\n\n\n<p>This all adds up to <strong>unconscious communication. <\/strong>Body language and tone make up about <em>90 percent <\/em>of our communication. Words and their meaning are only <em>10 percent. <\/em>Words are <em>essential<\/em><strong> <\/strong>to a successful sales pitch, but they\u2019re important, obviously, <strong>only when we\u2019re talking. <\/strong>When the prospect is talking, body language <em>remains important <\/em>if you\u2019re selling in person.&nbsp;<\/p>\n\n\n\n<p><em>A note on the conscious vs. <a href=\"https:\/\/www.shortform.com\/blog\/the-unconscious-mind\/\">unconscious mind<\/a><\/em>: <a href=\"https:\/\/www.shortform.com\/blog\/the-subconscious\/\">The conscious mind<\/a> is constantly trying to make sense of what\u2019s going on around you, so it can only take in somewhere between 3 and 4 percent of your surroundings.&nbsp;<\/p>\n\n\n\n<p>Meanwhile, the unconscious mind is about <strong>200 million times more powerful. <\/strong>It\u2019s doing everything that\u2019s necessary to keep you alive while also capturing everything <strong>not taken in by the conscious mind, <\/strong>that remaining 96 or 97 percent of your surroundings that you\u2019re not <a href=\"https:\/\/www.shortform.com\/blog\/how-to-pay-attention\/\">paying attention<\/a> to while you\u2019re reading this summary. It files all that away in your memories. This helps you understand the world better and thus helps you move through new situations without feeling like everything is unfamiliar. For example, when you go visit someone you\u2019ve never been to see before, even if you haven\u2019t been to their specific door, you know how doors work and so can easily turn the knob and get in. This is your <strong>conscious mind <\/strong>acting on a <strong>gut feeling from your unconscious mind.&nbsp;<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Principles of Body Language and Tone<\/strong><\/h3>\n\n\n\n<p>With only a little training, you should see a <em>50 percent uptick<\/em><strong> <\/strong>in sales. And what\u2019s especially advantageous about this part of the training is that if you work in sales, you already know all of the unconscious communication principles and have done them countless times. The system just allows you to <strong>put a name to them and use them when necessary.&nbsp;<\/strong><\/p>\n\n\n\n<p>The tone principles all have to do with <em>modulation<\/em>:<strong> <\/strong>lowering or raising your voice to put an exclamation point on an argument or to draw someone in closer. If you come off as being sharp from the start, then you can <em>bottle enthusiasm<\/em><strong> <\/strong>for the product, deploying it to help you move closer to <a href=\"https:\/\/www.shortform.com\/blog\/closing-the-deal-in-sales\/\">closing the sale<\/a>.<\/p>\n\n\n\n<p>When you\u2019re deploying enthusiasm, it\u2019s important to consider <em>who<\/em><strong> <\/strong>you\u2019re convincing, and the <strong>difference between the <a href=\"https:\/\/www.shortform.com\/blog\/conscious-and-subconscious-mind\/\">conscious and unconscious mind<\/a>. <\/strong>The <a href=\"https:\/\/www.shortform.com\/blog\/top-salesman\/\">best salesperson<\/a> will use <em>words<\/em><strong> <\/strong>to influence the conscious mind and<strong> body language and tone <\/strong>to influence the unconscious.&nbsp;<\/p>\n\n\n\n<p><strong>Body language is just as important as tone when a sale is done in person.&nbsp;<\/strong><\/p>\n\n\n\n<p>When a person first meets you, they see what you look like and how you move and make a snap judgment about whether they like and trust you.&nbsp;<\/p>\n\n\n\n<p>If you have off-putting body language, then no matter how good your pitch or tone, the prospect will be physically repulsed and uninterested in working with them.<\/p>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>What is unconscious communication? How is mastering your body language and tone essential to completing a successful sale? Unconscious communication is how we communicate using body language and tone, and it all affects how a salesperson interacts with a prospect. Body language and tone make up about 90 percent of our communication. Words and their meaning are only 10 percent. Learn how to use unconscious communication to earn trust with a prospect.<\/p>\n","protected":false},"author":8,"featured_media":26630,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[206],"class_list":["post-26626","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Earn Trust Through Unconscious Communication - Shortform Books<\/title>\n<meta name=\"description\" content=\"Mastering unconscious communication is essential to completing a sale. Unconscious communication makes up about 90% of the communication\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Earn Trust Through Unconscious Communication\" \/>\n<meta property=\"og:description\" content=\"Mastering unconscious communication is essential to completing a sale. Unconscious communication makes up about 90% of the communication\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-02-14T13:12:04+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-02-14T16:19:41+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-girls-talking.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"753\" \/>\n\t<meta property=\"og:image:height\" content=\"458\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Hannah Aster\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Hannah Aster\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\"},\"author\":{\"name\":\"Hannah Aster\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f\"},\"headline\":\"Earn Trust Through Unconscious Communication\",\"datePublished\":\"2021-02-14T13:12:04+00:00\",\"dateModified\":\"2021-02-14T16:19:41+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\"},\"wordCount\":696,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-girls-talking.jpg\",\"keywords\":[\"Way of the Wolf\"],\"articleSection\":[\"Communication\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/\",\"name\":\"Earn Trust Through Unconscious Communication - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/unconscious-communication\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/02\/two-girls-talking.jpg\",\"datePublished\":\"2021-02-14T13:12:04+00:00\",\"dateModified\":\"2021-02-14T16:19:41+00:00\",\"description\":\"Mastering unconscious communication is essential to completing a sale. 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