David Royce

And I would tell them, it's not the script.

It's bad.

It's your face, your tail.

You're literally looking at them going, please don't hurt me.

You have like deer in the headlights.

You're like, hi, how are you?

Yeah, yeah, yeah.

So if you're calm and chill, they can come out and be chill.

And that goes way back to like our ancestry, tens of thousands or hundreds of thousands of years ago, even like when we couldn't, when we didn't maybe even have a written language or have a language we could speak.

We would have had to have figured everything out from body language, right?

To know if somebody was a threat or whatever.

We still, I would say probably two thirds of all communication really is just through body language and the tonality of your voice, you know, the volume, the pitch, all that sort of thing.

Yeah.

I've read probably half a dozen books about body language, and I didn't read them until after I'd finished selling.

There wasn't a whole lot out there about body language, specifically with sales.

There was some stuff just about body language.

There's an old school guy from Australia named Alan Pease.

I know who you're talking about.

Yeah, but it was called The Book of Body Language.

Yeah, Barbara and Alan Pease.