Page 102 - ConvinceThemFlip

convince them in 90 seconds or less
This is where the K (know what you want—in the positive)
in your KFC kicks in yet again. In business, you must be
aware of how you use language and you must encourage
your staff to be aware, too, and to get into the habit of
thinking and speaking in the positive. Or to put it another
way: Learn not to speak in the negative. (Process that!)
Mood over Matter
As the human brain processes the information and
experiences fed into it by the five senses, the sensa-
tions are transformed into language. On a certain level,
there are, in fact, only six things we do on a day-to-day
basis. Five of these six have to do with our senses: We
see, hear, touch, taste, and smell. What do you think the
only other thing is? We process language: We process our
experiences into words and communicate them.
Every day we go out into the world and have expe-
riences through our senses. Then we explain our
experiences, first to ourselves and then to others. We
think in words (we talk to ourselves) and then we talk to
the world, explaining our experiences.
We spend a tremendous part of our lives explaining our
experiences. It’s one of the key components in connecting
with other people. Explaining is hard work, and one prob-
lem that almost all of us have is that we fall into patterns
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