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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 4

The Art & Science of Being Contagious

In this chapter, we will look closer at the science of the spoken word and body language and the role they play in being contagious. In other words, it’s the science of how you sound and how you look, the vocal and the visual.

There are many conflicting statistics on how words, sounds, and visual cues are broken out in terms of what is most persuasive when you are communicating with other people, but most fall in the neighborhood of around 7 percent for the actual words you say, 38 percent for the way you sound, and 55 percent for the way you look. I’ve already given what I believe are the absolute best words to use when first contacting a prospect, so let’s pick up where we left off and look more ...

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