The president of a fast-growing company in Houston, Texas, leaned on the rostrum, folded his arms, crossed his legs and "UHed" 34 times in a 90-second introduction of one of his employees. One on one, the man is a brilliant conversationalist, and as a businessman has few peers; however, because of poor communication skills his company's growth, as well as his own, is limited.

The junior executive who bombed when making a presentation to the board...the salesperson who makes group demonstrations and closes one to eight...the speaker who starts with 500 people in the audience and watches 150 disappear in a 60 minute speech...what do these people have in common? POOR COMMUNICATION SKILLS!

In his training program, "The Languages of Selling," Gerhard Gschwandtner states that scientific research has found nonverbal skills to be vital in the communication process. This research points out that feelings and attitudes are communicated 7 percent with words, 38 percent with the tone of voice, and 55 percent nonverbally. These statistics precisely point out the need for effective nonverbal communications.

If communication skills are so important, why don't more people work to improve their skills? The answer lies in two areas: lack of understanding and lack of specific information.

In this article we would like to share with you some practical and applicable Vital Skill Areas taken from the Zig Ziglar Corporation's two-day seminar on Effective Business Communications. The program brings people from all walks of life together for a two-day intensive workshop where participants are video-taped 12 times and are given private coaching. Effective Business Communication skills are practiced. If you have access to video equipment, we strongly urge you to practice and review the skills described in these articles.

Why not start at the beginning? Since 55 percent of effective communication is nonverbal, the speaker's posture is of vital importance. The professional communicator looks professional whether speaking to a group of two or 200. This professional look goes beyond clothing. The first thing an audience notices is the posture of the speaker.

The professional communicator begins with feet comfortably spread for balance and the weight slightly forward on the balls of the feet. This prevents shuffling nervously from foot to foot or swaying front to back. These unwanted body movements communicate a lack of confidence. Effective communicators have a reason for movement but should return to the speaker's stance after moving. Obviously, for the seated communicator, the same principles apply--slight forward lean, balanced position (not supporting oneself on table or chair), and no slouching or swaying.

SUCCESS SECRET #1

At the beginning of the presentation, pause for a count of one thousand one, one thousand two, one thousand three...while this three second pause may seem like an eternity, it allows the audience an opportunity to meet you visually and it shows that you are confident and in control. A courteous smile and eye contact with several members of the group further show your professionalism.

The professional communicator starts with hands at the sides. While we have nothing against prayer, good communicators do not begin from the Ed McMahon prayer position, nor from the fig leaf, reverse fig leaf, the authoritarian, the jeweler or the key executive positions. While none of the these can be classified as incorrect, overuse distracts from the message. Effective business communicators start all gestures from the side and work from there.

SUCCESS SECRET #2

At the end of your presentation, use the three second pause again before saying, "Thank you." Sales professionals will significantly increase the number of closes, executives will increase the positive responses to their presentations, and speakers will double their standing ovations. (For speakers: After you say thank you or close your speech, maintain the Professional Communicator's Stance for an additional three seconds before leaving the platform. This may seem difficult at first, but results are guaranteed).

Many may find these points very simple or even too elementary. However, remember that even the greatest Rhodes Scholar started out by learning to read and write. Use the Professional Communicator's Stance and the Success Secrets for 21 days and even if you are an old pro you will be pleased with the results.

For more information, contact The Zig Ziglar Corporation, 2009 Chenault Dr., Ste. 100, Carrollton, TX 75006. Phone: 1-800-527-0306. www.ziglar.com.