The content of the conversation is far from the way he speaks.

Human communication can be divided into several levels, and each layer conveys different types of information.

All six levels have their value, but the first level is often overestimated.

The first level is content -- the words actually used in the spoken words.

For example, "yes, we have a problem" means that this potential customer says he has a problem.

The second level: Speech -- the pronunciation and intonation of the vocabularies described.

For example, the tone is flat, "yes, we have a problem."

And the tone is "yes! We are in trouble!" may have different meanings.

The third level: Intention - the cause of communication.

For example, a potential customer communicates with another potential customer to ensure that a sales representative is trustworthy.

The fourth level: use words - the emotions expressed when someone uses a word.

For example, potential customers express their anger in a disdainful tone for a person who does not play cards according to his qualifications.

The fifth level: internal dialogue - the mind that never ends.

For example, potential customers are thinking about an expiry date and consider whether he will feel happier elsewhere.

The sixth level: body language -- through expression, breath and gesture to all the above expression.

For example, potential customers are flying in the air, and their hands are waving in the air.

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So, if you want to know the actual content of the conversation when you are talking to a potential customer, you need to mobilize the whole body and mind to understand the whole range of the conversation, so that through the table seconds of the conversation, "