It is worth discussing at this point how to control a person's gaze when you are giving him a visual presentation using books, charts, graphs and so on. Research shows that of the information relayed to a person's brain, 87 per cent comes via the eyes, 9 per cent via the ears, and 4 per cent via the other senses. If, for example, the person is looking at your visual aid as you are speaking, he will absorb as little as 9 per cent of your message if the message is not directly related to what he sees. If the message is related to the visual aid, he will absorb only 25 to 30 per cent of your message if he is looking at the visual aid. To maintain maximum control of his gaze, use a pen or pointer to point to the visual aid and at the same time verbalise what he sees (Figure 113). Next, lift the pen from the visual aid and hold it between his eyes and your own eyes (Figure 114). This has the magnetic effect of lifting his head so that he is looking at your eyes and now he sees and hears what you are saying, thus achieving maximum absorption of your message. Be sure that the palm of your other hand is visible when you are speaking.
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Most people don't often mean what they say. How to Efficiently Decode People's Inner Feelings and Emotions Through Their Body Movements, and How You Can Use This Knowledge to Succeed in Your Career, Relationships, and Personal Life! What I am about to tell you might shock you. Many people think that the most popular way of communicating with other people is through the mouth. But what they didn't know is that actual verbal communication accounts to only around 10 or even less of the overall means to convey a message.