Episode 42 - Can Your Prospects Tell If You're "Full Of It?"
You've met these people before.\xa0 The kind of person who has it all together.\xa0 They're dressed right.\xa0 They know how to talk and they seem very knowledgable.\xa0 But something just isn't right.\xa0 On this episode, Kurt and Steve talk about "gut instinct" and to what extent our prospecs can tell if we're "full of it" or not.\xa0 In this week's "geeky article moment brought to you by Kurt", we learn that "gut instinct" is actually real and a lot more literal than we ever thought.\xa0 According to a study by the University of Zurich, mamals have a nerve connecting the brain and the stomach.\xa0 When the brain is uneasy about something, it sends a message to the stomach to create that uneasy feeling that we've all experienced.\xa0 In a study done with rats (yep, rats), those with a severed nerve behaved more recklessly than others. The bottom line is, the stomach has a say in our decisions!
\nThis leads into this episodes core topic: congruence.\xa0 Congruence is that subconcious connection between what somebody is saying and what they're doing.\xa0 Our subconcious mind picks up on little micro expressions, different words, and different actions.\xa0 This ulitmately creates the difference between the message you think you're saying and what your prospect is actually hearing.\xa0 You could be passing out $100 dollar bills on a street corner...for free...but if you're not congruent people will sense it.\xa0
\nWhat do we do when we're not confident or congruent when it comes to our product?\xa0 How do we fix that?\xa0 It comes down to doing what you say and using the correct "non verbal" behavior.\xa0 Avoid touching your face or covering your mouth.\xa0 Avoid leaning back in your chair.\xa0 Make sure the level of your eye contact is natural.\xa0 Those who are being deceptive tend to make very little eye contact or too much.\xa0 Make sure your feet and shoulders are square.\xa0 When the subconcious mind isn't okay (or doesn't believe in) what you're saying or doing, your feet and shoulders tend to point away from your prospect.\xa0 If you think your prospect's subconsious mind doens't pick up on this you are sadly mistaken!\xa0
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