A great presentation, sales pitch, media interview… depends mostly on the coherence between your expressiveness (emotions on your face, tone of voice, gestures, posture), what you say and the expectations of the audience. Our first job is to make you aware of the discrepancies between these and the unconscious judgments they trigger in the audience (perceived competence, authority, sociability…).
For instance, you wish to motivate (goal) your staff by sharing the good quarterly figures with them (content). As you rehearse this with us in a training session, we film you doing your speech. When reviewing the film with you from the audience point of view, we analyse your facial expression on the screen and it appears that most of the time your face is blank (devoid of emotion , see ‘defence mechanism’ below) . In general, the absence of emotion in the face triggers in the audience judgments of average authority and competence, low sociability, empathy and joviality. But when presenting good news with such a face, the discrepancy between the words and the blankness of the face will trigger judgments of distrust and suspicion. Your communication will very likely create anxiety and disengagement in your staff, for the human mind detects discrepancies very effectively, albeit unconsciously.
Another discrepancy might be that while your face expression underpins your message, your voice fades out or goes up all the time, or you fill every silence with sounds such as ‘euh/er’, ‘hum’, ‘well…, ‘aaaand’..., leaving no time for breathing... and this makes you perceived as anxious, hence, when telling good news, not trustworthy.