人们得出最终结论,有55%是根据说话者的举止做出判断,即说话者看起来想要表达什么意思,也就是通过视觉判断;另外的38%来自对说话人的语气、语调、音量等的判断;只有7%的信息来自说话人的词句和讲话内容。也就是说,倾听者得出的结论,其中有93%来自说话者怎么说,而不是说什么。如果你的说服对象坐着而你站着,你也应该坐下来。如果他们站着而你坐着,你要么选择站起来,要么给他们提供椅子。如果他们交叉双腿而你抱着胳膊,你就是在传递一个接近他们的信号。 People come to the conclusion that 55% of them make judgments based on the speaker’s behavior, that is, what the speaker appears to want to express, that is, through visual judgment; another 38% comes from the speaker’s tone, tone, volume Judgment; only 7% of the information from the speaker’s words and speeches. That is, 93% of listeners’ conclusions come from what the speaker is saying, not what to say. If your persuader is seated and you stand, you should sit down as well. If they stand while you sit, you either choose to stand up or give them a chair. If they cross their legs while holding your arms, you are transmitting a signal that is close to them.