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The “7%, 38%, 55% Rule” has been around for years, and if you’re in sales, leadership, or any profession where influence matters, you’ve likely come across it. Here’s a quick refresher:
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7% of communication is in the words you say – The actual language and words you choose.
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38% is in your tone of voice – The emotion, emphasis, and vocal nuances.
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55% is in your body language – Your posture, facial expressions, and physical energy.
These percentages came from a study by psychologist Albert Mehrabian in the 1960s, and while the research was context-specific (focused on the communication of feelings and attitudes), it’s often applied broadly as if it were a universal rule of communication.
But here’s the thing: it’s not quite as simple as always “7%, 38%, 55%” when it comes to influence and impact. If you’re looking to excel in sales and leadership, here’s what you really need to know about communicating with power and presence.
Moving Beyond Conventional Wisdom (and the 15 Modifications That Actually Work)
- Context Is Everything
- Mehrabian’s research focused on conveying emotions, not complex ideas. When you’re explaining a concept, the importance of words skyrockets. In sales, this means you need to be precise