High Tech Freedom Sales Podcast

123 - How the 7-38-55 Rule Applies to Sales

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Albert Mehrabian's research, which started back in the 1950s, led to the development of the 7-38-55 Rule. The rule suggests that communication can be broken down into three components:

  1. Words (Verbal): This aspect includes the actual spoken or written words used during a conversation. In Mehrabian's study, it accounts for only 7% of the total impact of a message.
  • Tone of Voice (Vocal): The tone, pitch, and inflection of one's voice fall under the vocal component. It contributes to 38% of the overall impact in a message.
  • Body Language (Nonverbal): The most influential part of communication is nonverbal cues, such as facial expressions, gestures, posture, and eye contact. This component makes up a significant 55% of the total impact in a message.

    • In this episode, we share some examples of how this applies to sales, especially in the more virtual world of selling.

     

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    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

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    High Tech Freedom Sales PodcastBy Chris Freeman
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