American communication scientist Albert Merabian has proposed a formula: Full expression of information = 7% tone + 38% voice + 55% body language We use both sound and body language as symbols of non-verbal communication, so only 7% of information communication in interpersonal and sales processes is made by words. 1, gaze Eye contact is a non-verbal communication that is more interpersonal. The idioms such as "Browsing Eyes" and "Darkly Sending Autumn Waves" illustrate the important role of gaze in people's emotional communication. In the sales activity, the listener should look at each other and express concern; and the speaker should not look at the other person's gaze again, unless the relationship between the two is close enough to directly "seek the situation". When the speaker finished the last sentence, he moved his eyes to the other's eyes. This is an indication of "Do you think my words are right?" or suggest that the other party "now talk about you." In the process of people's interactions and sales, the gaze between each other varies according to people's status and self-confidence. In an experiment, the sales scientist asked two female college students who did not know each other to discuss the problem together. One of them said in advance that she was a graduate student and told another person that her conversation was a college entrance examination. Falling middle school students. Observing the results, female students who think they have a high status are gazing at each other with confidence and confidence in the process of listening and speaking, while female students who think they have low status rarely talk to each other. It can be observed in daily life that the active person tends to look more at the other party, while the passive person is less likely to look at the other person's gaze. 2, clothing At the negotiating table, people's clothing is also spreading information to communicate with each other. The Italian movie star Sophia Loren said: "Your clothes often indicate which type you are, it represents your personality, and a person who meets you often consciously judges you according to your clothes." Clothing itself does not speak, but people often wear certain clothes in specific situations to express their thoughts and suggestions. In sales interactions, people always choose clothes that are commensurate with the environment, the occasion and the opponent. At the negotiating table, it can be said that clothing is an extension of the seller's “self-imageâ€. The same person, wearing different dresses, gives people a different impression, and will have different effects on the objects of communication. A marketing expert in the United States did an experiment, and he appeared in the same place in different costumes. When he was wearing a suit and appeared as a gentleman, the person who asked him for directions or asked for time was mostly polite, and he seemed to be basically a gentleman; when he was dressed as an unemployed, he approached him. Most of them are tramps, or come to find fire to borrow cigarettes. Foreign trade knowledge 3, the body Dafen Qi has said that the spirit should be expressed through posture and movement of the limbs. Similarly, sales and interpersonal relationships, people's every move, can reflect a specific attitude, express a specific meaning. The salesperson's body will reveal his attitude. If the muscles of various parts of the body are tight, it may be due to inner tension and restraint, which is often the case with people who are higher than themselves. Sales experts believe that physical relaxation is an information dissemination behavior. Tilting back more than 15 degrees is extremely relaxing. People's thoughts and feelings will be reflected from the body, slightly inclined to the other side, expressing enthusiasm and interest; slightly getting up, expressing courtesy and courtesy; body reclining, seemingly nothing and scorn; turning sideways, expressing disgust and contempt; It means disdain; if the sleeves leave, it is an expression of refusal to communicate. Our country's tradition attaches great importance to the attitude in communication. It is considered that this is a manifestation of whether a person has education. Therefore, it is said that the husband should "stand like a pine, sit like a bell, and walk like a wind." In Japan, department stores have specific standards for the staff to bend over: 30 degrees for customers, 45 degrees for customers to buy goods, and 45 degrees for customers who leave. If you want to give the other party a good impression in the sales process, then you should first pay attention to the performance of the meeting with the other side. If you meet with people with your head and listless, the other party will guess that you may be unpopular; If you don't look at each other and look around, the other person may wonder if you have sales sincerity. 4, tone Once, the famous Italian tragedy star Rossi was invited to a banquet to welcome foreign guests. During the dinner, many guests asked him to perform a tragedy, so he read a "line" in Italian. Although the guest could not understand his "line" content, his emotional tone and expression, sad and sad, could not help everyone. The tears of sympathy flowed down. But an Italian can't help but laugh and run out of the venue and laugh. It turned out that the tragic star was not at all a line, but a menu on the banquet. Appropriate natural use of tones is a condition for successful communication and sales success. In general, soft tones are frank and friendly, and when excited, there is naturally a trembling, which means that sympathy is slightly low. No matter what you say, yin and yang are sneer; snoring with nasal sounds often shows arrogance, indifference, anger and contempt, which is lack of sincerity and can cause discomfort. 5, gifts The true value of a gift cannot be measured by economic value, and its value lies in the communication of friendship between them. The primary purpose of the original tribal gift exchange custom is morality, in order to create a friendly and good relationship between the two sides. At the same time, people exchange social gifts with other tribal clan. When you send a bunch of flowers on your birthday, you will feel very happy. It is not so much the fragrance of flowers, but the blessings brought by flowers and the warmth of friendship make you intoxicated, and the flowers you buy will not cause People feel so happy. In the sales process, giving gifts is inevitable, giving small gifts to each other can add friendship and help to strengthen each other's trading relationship. So what is the approximate amount of money? In most cases, not necessarily a valuable gift will make the recipient happy. On the contrary, it may be because it is too expensive, but the recipients feel that they are too uncomfortable. It is better to send some emotional gifts, and the sales target will be accepted. 6, time On some important occasions, important people tend to be late and wait for everyone to greet, which makes them look distinguished. However, to raise the status by late arrival is not a fair exchange, which often causes dissatisfaction of the other party and affects cooperation and exchanges between each other. You must be on time to go to the meeting. If the other party meets you at 7 o'clock, you will arrive on time or in advance, reflecting the sincerity of the exchange. If you arrive at 8 o'clock, even if you verbally say sorry, it will inevitably make the other party unhappy. The other party will think that you do not respect him, and invisibly set a barrier for sales. People have different cultural backgrounds, and people with different social status have different time concepts. If the Germans pay attention to punctuality and punctuality, don't arrive early if you are invited to a French date, otherwise you will find that you are alone at this time. A US diplomat in a country in Africa should go to the Ministry of Foreign Affairs on time. After 10 minutes of no movement, he asked the secretary to report again. After another half an hour, no one cares about him. The diplomat thinks it is Deliberately scorn and insult him, and screamed in anger. Later, he realized that the problem of the time in the country was different from that of the Americans. He did not intend to ignore the American diplomat. 7, smile Smile comes from happiness, it brings happiness and creates happiness. In the sales process, smiles slightly, both sides get the message from the heartfelt smile: "I am your friend", although the smile is silent, but it I have said many things as follows: happy, joyful, agree, respect. As a successful salesperson, please always write "smile on your face" everywhere. Jacquard Silk Fabric,Silk Fabric,Silk Printed Fabric Silk Fabrics,Jacquard Lining,Silk Scarves Co., Ltd. , http://www.nssilkfabric.com