Page 170 - ConvinceThemFlip

convince them in 90 seconds or less
Scott knew he wanted to make people trust and
respect him, but he still didn’t know exactly what look to
adopt. We talked about the different kinds of looks that
might work for him, and came up with a number of ideas.
Then, in a high-flying mood, Scott came up with the idea
of trying a different style of dressing each day for a week,
with the proviso that each style was reasonable for him.
He decided on Monday he’d look “sporty,” Tuesday he’d
try “Wall Street,” Wednesday he’d be “preppy,” Thursday
he’d go for a “country” look, and Friday he’d cast himself
as “the poet.” Where he found the clothes was up to him,
but they had to be quality.
Scott bought magazines, spoke to sales associates in
clothing stores, and paid new attention to his hair, his
shoes, and his accessories. On top of this, he agreed to
spend some time alone, imagining how he would look,
sound, feel, and smell in each of these styles. (Capturing
your own imagination is an important part of the process
of connecting with who you are.) I provided Scott with
a list of really useful (warm, enthusiastic, confident) and
really useless (rude, conceited, impatient) attitudes and
asked him to link one or two useful ones to each style.
These would help him define and characterize each style.
Besides doing all this research, imagining, and shopping,
Scott agreed to maximize his “style week” by working
harder and smarter than he ever had before. Scott was
162