Page 58 - ConvinceThemFlip

convince them in 90 seconds or less
someone for the first time, how can you tell if you trust
them?” It was easy to look and sound interested in the
answer because I was. (Prepare your question ahead of
time—know what you want.)
• Finally, I began immediately to synchronize my body
language and tone of voice with theirs (for more on this,
see page 73). When I spoke to more than one person,
as was the case with the bike couriers, I turned toward
each of them in turn and adjusted my overall stance to
match theirs.
At the beginning of any new encounter you have to do
several things at the same time. The eight stages I just
listed probably took no longer than ten seconds, during
which I was talking, observing, and responding. What
you communicate in the opening moments of an encoun-
ter establishes you either as a credible, honest, vibrant,
and healthy individual or as one who causes others to
walk away.
As soon as the piece came out in The New York Times,
Good Morning America decided to see if I was the only
person who could connect with people in ninety seconds
or less, or if this was something that could be learned by
anyone who picked up my book. Lara Spencer, one of the
anchors, took to the streets of New York City armed with
the book and tried it out for herself. Success rate: 100
50