By Morgan Hafer
It has always been known that interpersonal communication skills are important for any job. However, one specific interpersonal skill seems to be standing out among the rest. This particular skill has been helping business people reap numerous benefits every year. What is this coveted skill you might ask? The skill that will help you become more successful and increase your sales is being able to accurately recognize other people’s nonverbal emotional expressions.
According to studies done by Kristin Bryon, Sophia Terranova, and Stephen Nowicki Jr, by being able to read nonverbal emotional expression accurately has been positively correlated with successful job performance. In order to have effective communication, one must be able to “read” and recognize other people’s expressions. Emotion expression is primarily portrayed through facial expressions, voice tone, and postures. However, not everyone can detect nonverbals equally. Reading nonverbal emotional expressions has become an evolutionary advantage. This means that those with higher skills in reading others expressions are linked to having higher job performance, in addition to being more likely to hold a supervisory position. That is why this skill of recognizing others’ nonverbal expressions has become so crucial in people’s careers. The more you have face-to-face interactions at your job, the more important it is to be able to read others’ nonverbal. Without being able to accurately do so, you will not be as successful on the job.
From the studies, it was found that accurately reading others’ emotions helped salespeople garner higher average annual salary increases. Those who could accurately recognize emotional expressions did not have to try to be the stereotypical manipulative car salesperson. In addition, they were able to sell more cars per month. Another interesting finding in this study was that females were better able to recognize nonverbal expressions.
In conclusion, in order to be successful in sales, one must be able to accurately read consumers’ nonverbal emotional expressions. This will allow the salesperson to be able to communicate more effectively with their customers and build a relationship with them. Accurately labeling another person’s emotions is just the first step to being successful in sales. Once you establish this skill, then you must know what to do with that information. For example, by being able to read negative emotional expressions of consumers, this will allow a salesperson to adjust their sales pitch accordingly. In addition, employers may start using a diagnostic test to analyze interpersonal skills, especially those of interpreting others’ nonverbal behavior. This will become a skill that will be highly sought after in future employees. Furthermore, formal training will also start to be conducted in companies to train employees how to read their customers in order to increase customer satisfaction. Communication has always been a key in the business world. From this study, one can see that with proper skills in recognizing others’ nonverbal emotional expression, one can increase their sales and job success!
During this video clip, Robert De Niro is a stereotypical salesman. He is unable to pick up on the nonverbal cues of his customers, therefore, he loses the sale and pushes the consumers away. He neglects to notice their closed off body language and sharp vocal tones. In order to get the sale, it is very important to recognize your customer's nonverbal emotional expressions.
http://www.youtube.com/watch?v=HJQBDS19FHI
Byron, K., Terranova, S. and Nowicki, S. (2007), Nonverbal Emotion Recognition and Salespersons: Linking Ability to Perceived and Actual Success. Journal of Applied Social Psychology, 37: 2600–2619.
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