The Three Modes of Communication

When you are communicating with someone, especially in a presentation or sales context, there are three modes of communication operating simultaneously.

Words: The literal meaning of the words you are saying.
Tone of Voice: The way you say the words. Your tone can convey confidence, insecurity, excitement, or boredom.
Body Language: Your facial expressions, gestures, and posture. Your body language can either reinforce or contradict your words.

The Importance of Congruence

For your communication to be effective, all three modes must be congruent. If your words say one thing, but your tone of voice and body language say another, your audience will believe the non-verbal cues.

The Voice of Authority

Over the telephone, your tone of voice is the most important element of your communication. Speaking with a "voice of authority" - a calm, confident, and measured tone - can dramatically increase your credibility and impact.

In-Person Communication

In person, body language becomes the dominant mode of communication.

Stand Up: Presenting from a standing position is a position of greater authority.
Open Body Language: Keep your hands out of your pockets and use open gestures.
Take Control: Use your body language to take control of the meeting, for example, by asking the prospect to move from behind their desk to sit next to you.

By mastering all three modes of communication, you can become a more powerful and persuasive communicator.