You've surely been in the situation before. Someone is selling you on a new idea, business plan, or initiative. You've anticipated the presentation and envision the way things will go.

As your meeting begins, you notice a few things that seem "out of place". Perhaps you notice a zipper undone, a shirt that seems to be much too big that blouses out of the trouser or a jacket with sleeves that appear long enough for a professional basketball player. Perhaps he simply forgot to shave one side of his face in a hurry to get out of the door that morning.

You don't judge consciously; something simply seems to be out of congruence. The articulate presenter is full of great ideas, has a presentation that would impress the most critical board of directors and he really knocks it out of the park. Unfortunate for him, his presentation was not absorbed by the audience because he has failed to pay attention to the words he spoke with his appearance. His audience was distracted from his presentation because they couldn't mentally get past his personal incongruities.

The "Halo Effect" can be both positive and negative. Next week we will discuss the Halo Effect and why what you say non-verbally can have a big impact on your bottom line.