After extensive studies, the MIT Media Lab concluded that it could predict the outcome of negotiations, telephone sales calls, and business plan pitches with 87 percent accuracy simply by analyzing participants’ body language, without listening to a single word of content.
When the MIT Media Lab concluded that they could predict the success of sales calls without listening to a single word, these are the only two measurements they needed:
- Ratio of speaking to listening
- Amount of voice fluctuation
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