Bill Acheson is an expert in nonverbal communication. Since 1985, Bill has taught communication at the University of Pittsburgh. As a keynote speaker, he uses his knowledge of nonverbal communication – body language – to teach professionals how to project themselves with greater impact. In the process they also learn to interpret the subconscious messages sent by others.
Presenting academic research with humor and an engaging personality, Bill Acheson presents a model so compelling that people use the information before they leave the room.
Bill has worked with professionals from such companies as 3M, American Express, AIG, Bank of America, Citigroup, Ernst & Young, Fidelity Investments, Finance America, Merrill Lynch, MorganStanley, Nationwide, SmithBarney, and Van Kampen Investments.
He has spoken on nonverbal communication to educators throughout North America and has made presentations in Europe, Asia, and Africa.
Buying Signs: A New Look at Selling
In this presentation, Bill Acheson examines how non-verbal skills associated with rapport, personal power, and deception come into play when prospects or client meet face-to-face with sales professionals.
“Buying Signs: A New ‘Look’ at Selling” is filled with nuggets of information about body language that will help the sales professional to more accurately understand the hidden messages sent through non-verbal communication.
We examine, in detail, the significance of how to approach others, styles of handshakes including subconscious indicators of attitude and intent, and, finally, we take a fresh look at the number one indicator of sales success: listening skills.
Rapport Building: How to Approach Prospects
A look at “Rapport Building” includes how to approach prospects, as well as the differences in approaching men and women. Learn the six styles of handshakes and how to differentiate both conscious and subconscious non-verbal cues.
It takes only 1/24th of a second to create a first impression at the subconscious At three seconds that first impression is established and unlikely to undergo further significant change.
Non-verbal messages in first meetings are as much as ten times more powerful than words in establishing personality. Even simple behaviors have strong impacts. For example, to establish rapport when meeting others, remember to approach women “head on,” but to approach men from a slight angle.
Non-verbal communication may be conscious or subconscious. The subconscious signals are far richer in message value. When you shake hands with someone, for instance, you provide a firm grip, smile, and establish eye contact. These are conscious signals. But a subconscious cue, the non-shaking hand, is often the best indicator of attitude and intent on the part of the other person.
Listening skills are equally critical in building rapport and in themselves are good non-verbal indicators of successful business communication. Do you know if your prospects are listening to your message? Do they believe you are responsive to their message? In this session we also take a look at projecting and interpreting listening behavior.