This excerpt from Steve Rupp highlights the importance of non-verbal communication in sales. He emphasizes that only 7% of communication comes from the actual words spoken, while a significant 93% stems from how something is said—through tone, inflection, and body language. This underscores the need for salespeople to focus on their client's body language and vocal tone more than just the words themselves. By doing so, they can better understand the true intent behind a client's message, allowing for more effective communication and relationship-building.
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