‘Only 7% of interview success depends on what you say’: Ankur Warikoo explains the viral 7-38-55 rule and why most candidates fail despite good answers

It was first proposed by psychologist Albert Mehrabian, who found that when verbal and non-verbal signals conflict, such as when someone says ‘I’m fine’ but looks unhappy, people rely more heavily on tone and body language. According to this framework:

• Only 7% of meaning is conveyed through words.
• 38% comes from tone, clarity, and vocal confidence.
• 55% depends on body language, posture, facial expressions, and gestures.

Warikoo explained that these figures perfectly capture the high-emotion, high-stakes setting of a job interview. “Only 7% of your interview success depends on what you say. The remaining 93% is influenced by non-verbal cues, with 38% coming from tone, confidence and clarity of speech, and 55% from body language.”

He noted that many candidates focus only on rehearsing answers — the ‘what’ — but ignore two critical elements: the ‘how’ and the ‘who’. Common mistakes include poor eye contact, weak posture, excessive hand gestures, or monotone delivery. Statistics cited by Warikoo suggest that 67% of rejections stem from lack of eye contact, 45% from excessive movement, 30% from weak handshakes, and 40% from poor posture. 

But, how do tone, body language, and facial expressions influence an interviewer’s perception, and why do these factors often outweigh verbal answers

Psychologist Rasshi Gurnani tells indianexpress.com, “Tone, body language, and facial expressions activate the emotional centres of the brain, particularly the amygdala, influencing how trustworthy, competent, or likeable a person appears. A steady tone conveys composure and control, while inconsistent pitch or rushed speech signals anxiety. Similarly, open body language — relaxed shoulders, upright posture, and measured movements — suggests self-assurance and readiness. Facial expressions, especially genuine smiles or attentive eye contact, build subconscious rapport by triggering mirror neurons in the interviewer, fostering a sense of ease.” 

 

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Strategies to improve these non-verbal cues naturally, rather than forcing confidence

Gurnani suggests that grounding techniques, such as mindful breathing before entering the room or consciously feeling one’s feet on the floor, stabilise the nervous system and reduce visible anxiety. Maintaining moderate eye contact (around 60–70% of the time) projects attentiveness without intimidation. Resting hands lightly on the lap or table prevents fidgeting, and mirroring the interviewer’s gestures subtly creates psychological alignment. 

“Practising these in mock interviews or daily interactions helps them become instinctive rather than rehearsed. The goal is to appear calm because you are calm, not because you’re trying to look it,” states the expert.