What communication guidance would you give to varma and individuals like her who place an inordinately high value on body language ? expalain your position

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Charisma Corporation (CC) has recently embarked on a new kind of training. The corporation is teaching many of its employees, especially those in the marketing and sales to make decisions on the basis of non verbal communication cues. For Malini Varma, VP of CC, focusing on non verbal communications has become an important part of her inter personal dealings.

Several years ago, Varma became interested in how body movements and mannerism truly reflect what an individual is saying. Continuously reading in this area of study, Varma has been able to take decisions about potential employees and potential customers by ‘reading’ them. Varma believes that body language can give a person competitive advantage. It can make difference while closing a deal or, as in CC’s case, while hiring employees. For example, during interviews, Malini pays constant attention to the  candidate’s eye movements and mannerism. She believes that she can correctly predict if the candidate will be aggressive sales person while simultaneously being personable and friendly. How does she do it? She does this by looking at their eyes and the way they present themselves. In one case hiring decision came down to two people. The first person was animated and made constant eye contact. The second candidate never looked in the eyes of Malini. , leaned back in his/her chair, and crossed both his legs and arms. The first candidate demonstrated the communication skills that Varma thought aligned with successful performance in her organization.  Malini Varma is convinced that communication skills play a significant role in helping her organization achieve its annual sales goals. Personally, she has found that it has helped her ‘quality’ customers. For instance even when a potential customer says,’ yes’ with his/her arms and legs crossed emphatically, it means, No! Understanding this, Varma is in a better position to probe further into the possible objections the customer has. She has found that, in many cases, she is able to steer the conversation in a direction that ultimately leads to successfully closing a sale. And that is a major competitive advantage.

EXPLANATION

The communication guidance that I would give to Varma and other individuals like her is that there is a need for one to maintain a balance between verbal and non-verbal communication, this is necessary in order to be able to communicate effectively.

Although, learning about non verbal communication is good, one should also learn about verbal communication. In order for Varma to ensure that she communicate effectively at all times, she needs to do the following:

1. Be objective in her interpretation of other people's non verbal communication: This is because different people communicate differently when it comes to non verbal communication. It is better to ask people for feedback in order not to misinterpret them.

2. She should improve her verbal communication skills: There is a need to expand her vocabulary in term of verbal communication.  

3. Verma should also note that good communicators focuses on the receivers in order to ensure that their messages are perfectly understood. Verma should learn to pass information successfully to others and ensure that her messages are correctly decoded and interpreted in order to ensure accurate response.

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