The Secret Language of Business and an Interview with Dr. Kevin Hogan

I'm going to be interviewing Dr. Kevin Hogan one of the nation's
leading experts on Influence and Persuasion on The Secret Language
of Business. You can download the interview here (right click and choose "save target as."

The interview will happen Tuesday, April 1st,2008 at 9:00am
Pacific, 10:00am Mountain, 11:00am Central and Noon Eastern. No sign
up necessary, just use the dial in info below:

Dial in: 605-475-8590
Pin: 5594763

The topic comes from his new book called appropriately, The Secret
Language of Business. I'm including an article below from Dr. Hogan
for your preview. And, please grab a copy of The Secret Language of
Business today at Amazon http://tinyurl.com/2nfegp
then email your receipt to slb@kevinhogan.com and he'll send you a
bunch of additional training assets just for getting the book today.

Here is the article from Dr. Hogan, I think you'll find it very
insightful:

The Secret Language of Business is Nonverbal Communication.

Do not confuse Body Language with Nonverbal Communication.

Body Language is just what the phrase implies.

Nonverbal communication includes body language but includes all the
far more important aspects of communication.

The least important elements in communication and selling are words
and body language.

Far more important are the context a sale is being made within. That
context includes both the meeting, the meeting place, the perceptions
of the person's name, the perception of the company the salesperson
works for, the perceived authority and status of the sales person and
all of the same perceptions from the salesperson's point of view,
about the customer.

And there is more.

The distance between two people changes "yes" into "no" and "no"
into "yes" far more quickly than any words you can speak or gestures
you can make.

The duration of time spent within spatial regions around another
person or within a group have the same effect.

This is all nonverbal communication and this is all part of The Secret
Language of Business.

Here is a specific application of the Secret Language of Business
that you can use five minutes from now.

Intention: Optimize your location from your customers point of view
to cause a "yes" response if it is possible. (Where will you sit,
exactly? Where will you stand, precisely?)

Background: The right brain hemisphere of a right handed person
stores emotional and autobiographical memory to a significant degree.
The left hemisphere has Broca's Area, and accomplishes much of the
logic, spatial and analytical thinking.

The right hemisphere of the brain is largely activated when a person
looks to their extreme left. (cover your right eye with your hand,
look "hard left" but don't turn your head)  In two minutes you will
report some form of anxiety or fear. Some people experience panic.
(assuming you are right handed!)

The left hemisphere of the brain is largely activated when a person
looks to their extreme right. (cover your left eye with your hand
and look "hard right." but don't turn your head) In two minutes you
will report some form of "calm," "comfort," "fine," "no problem, why?
(again this assumes you are right handed)

Utilization: With right handed customers, you will sit to their
right so they look right, activating more of the left brain.
Logical, non-emotional, non fear and non anxiety producing...

Research in selling situations shows calm exhibited in contrast to
discomfort and anxiety when the salesperson is seated to the left
of the customer.

Similar research has been done for attraction and attractiveness.
People seated to the right of someone are perceived as significantly
more attractive than if they were seated to the left of the same person.

And in therapy you see similar but more dramatic results. Calm vs.
anxiety and fear.

Results: With right handed individuals you will accomplish more in a
shorter amount of time, get to "yes," much quicker in a significantly
greater environment of trust, attraction and perceived credibility.

Left handed people?

You'll have to pick up a copy of The Secret Language of Business.
I'll tell ya' lefties can be a challenge until you know how to set
them at ease.

Cool?!

Today you can pick up the Secret Language of Business at amazon.com
http://tinyurl.com/2nfegp and then email your receipt to me at
slb@kevinhogan.com and I'll send you some additional training that
is really cool, plus a bunch of other great stuff.

The Secret Language of Business is all about bringing the science o
f nonverbal communication into the office and the selling environment.
My guess is you'll be recommending it to friends and probably family
next week.

Kevin Hogan, Psy.D. is the author of 19 books. The Psychology of
Persuasion is Kevin's best known and classic book. It has sold well
in excess of a million worldwide copies, having been published in
almost three dozen languages.  Today Kevin offers keynote and half
day presentations to businesses ready for new information and a new
approach to adding greater profit through the secret language of
business. www.kevinhogan.com is the place you can get over 300
articles just like this one.

Enjoy the the book and don't forget about our live teleseminar with
Kevin Tuesday, April 1, 2008!

Comments

[Nickolove Lovemore]

Hi Dave,

I hope a recording of this interview will be available as I'm not available for the live event.

Also, I wanted to add that I've listened to several of your interviews when you've been the interviewer as well as when you've been the interviewee and it's always been a very educational and enjoyable experience.

Thank you

Nickolove