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Any communication connects a transmitter that expresses a message and a receiver that receives message said. In this process that involves two parties (or), interference phenomenon intervene and result in a loss that will increase as the message. These losses were measured by sociologists and psychologists: their results deserve reflection on the part of those, particularly, whose trade is based largely on listening, as this is precisely the case for sellers. Here are the fives steps in the erosion of the message.
Between what the transmitter is and what he actually said
When the man wants to express an idea, everything is played first at the level of the brain where thinking is going to build and build for then transmit the order to the mouth to express with words (and gestures, as we shall see). However, already at this stage of startup, there is a significant loss and then it is of the order of 20%! In terms of indices, this phenomenon is expressed by the two following proposals:
-What the issuer means: index 100
-What the issuer said actually: index 80
This loss is, among other things, the gap there is between the mechanism of the functioning of the brain and the mechanical mouth expressing words. Indeed, the human brain can handle 800 words per minute while the average flow of a person who speaks is 120 to 160 words per minute. Therefore, our brain thinks high speed but human faces physical blockade: he cannot express 1/5 or 1/7 of the words that "scramble in his head", according to the current phrase based on a profound truth. This phenomenon causes then the issuer obliged to (choose very quickly the words among 5 or 7 "proposed" by the brain) must proceed quickly so that the communication is fluid. This point can only then lead a number of errors in the election as well. We understand that there may be a loss of the order of 20%, between what it means and what it said effectively. Successful sellers know and master this natural gap from the structure of the man himself. |
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