Page 184 - ConvinceThemFlip

convince them in 90 seconds or less
meet. Stop. Slow down just a little. Listen carefully to the
other person’s name.
Synch: By “synch” I mean: Begin immediately syn-
chronizing the person’s body language and overall voice
characteristics. If you are talking to more than one person,
turn toward each person you’re addressing in turn. When
I synchronized the five bicycle couriers, I turned to each
one as I engaged them and synched with them. So synch
up with each person you’re meeting, even if it’s just for a
few seconds.
The greeting rules apply even when someone else has
taken the lead. You still need to adjust your attitude, make
eye contact, smile, open your body language, respond,
and synchronize.
The Handshake
Iknow it’s a cliché, but it’s true. When you shake hands,
people make an immediate judgment about your charac-
ter and level of confidence. A handshake should be firm,
quick, and respectful, not too hard, and definitely not too
soft. If you’re not sure: err on the hard side. (But if the
recipient’s eyes start to bulge, it’s probably an indication
that your handshake is a bit too firm. Alternatively, if she
looks like she wants to wipe her hand on a towel after
you’ve shaken it, then you were probably giving the wet
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