Search This Blog

Selling Techniques from Patti's Sales Presentation Workshop

The Law of Scarcity – When a person perceives that something they might want is limited in quantity he believes that the value of what he might want is greater than if it were available in abundance.

Action - Limit options.

Narrow someone's options before you present them to him. Conventional wisdom suggests that with more options a person is sure to find something that he or she likes and that will motivate him or her to take action. The opposite is actually more likely. Nobody enjoys being wrong. When you give fewer choices research shows a person will make a decision faster and be less likely to dwell on it afterward. Second guessing the choice they made. Don’t’ create the, "Did I make the right choice?" scenario. Offer no more than three options with two being the ideal. Give a person choices, but not too many. When a person is not given choices he can feel his freedom is restricted and it may cause him to back off.

Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://PattiWood.net. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.
Posted by Patti Wood at

The Power of the Pause. How to Use The Nonverbal Pausing to Get Action and Follow Through.

Research on persuasion and body language shows there is power in a pause. When you make a request, then pause for confirmation.

Say something like, “I can count on you, right?”

After you say it, pause for a response. Research shows this kind of request followed by a pause and then a commitment from someone, increases follow through from 62 to 81 percent.

The powerful steps for making a request that gets follow through.

  1. Ask for what you want
  2. Ask for a quick verbal confirmation
  3. Pause
  4. Maintain eye contact if you are face to face when making the request.
  5. Wait for their verbal confirmation. If they give you a head nod make noise such as a grunt, but don't say yes, ask for a yes.



Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://PattiWood.net. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.
Posted by Patti Wood at

How Can You Get Follow Through From Someone.

How Can You Get Follow Through From Someone. Vocal and Nonverbal methods for getting what you want.

The Law of Consistency- People have an inherent need to perform in a manner consistent with how they see themselves and how they think others perceive them.

If you believe in the person's ability and success tell them. When you make a request, let him know you believe he is the kind of person who follows through. As you make a request, make sure your posture, eye contact, facial expressions and the tone of your voice are consistent with the positive statements you are making.

“You are the kind of person who follows through.”

”You’ve always impressed me with the ability to…”

“I’ve always liked the fact that you…”

Do not say,

“I have some doubts you will be able to get this done on time.”

“I am anxious about you getting this done.”

“I know this will be a problem.”

This only provides and opportunity for them to make an excuse or back out.

Try instead

“You know, Sara, I really appreciate you helping me out.”

“I respect the fact that you’re the kind of person who follows through on things.”

“Thank you in advance for doing what I know will be a great job.”
This is an effective way to make requests.
These persuasion techniques work with friends, your family, your co-workers, and your employees.
Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://PattiWood.net. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.
Posted by Patti Wood at

The Way You Pucker Up Reveals A Lot About Your Relationship


From a perfunctory peck to a passionate embrace, the way you and your man pucker up reveals a lot about your relationship. And it's not just the lip action that counts - how you hold onto your honey also tells a secret or two about your bond, says Atlanta -based body language expert, Patti Wood. She has analyzed a few star smooches for First For Women to figure out the true feelings behind their camera kisses. To get a reading on your relationship, grab a photo of you and your man locking lips and match it to one of the kissing couples. Next, go to the link to find out what Patti reveals about the smooch!
Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://pattiwood.net/. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.
Posted by Patti Wood at

Facial Expressions Tell The Story


Chucky may look "happy and confident" in the first pic at the left according to Patti Wood, body language expert and author of People Savvy, but she goes on to tell ESPN that the feeling didn't last. Patti analyzes Gruden's facial expressions on the day Tampa was eliminated from playoff contention. Check out what's revealed in pics 1 - 5 at the link below!
Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at http://pattiwood.net/. Also check out the body language quiz on her YouTube Channel at http://youtube.com/user/bodylanguageexpert.
Posted by Patti Wood at
Subscribe to: Posts (Atom)