Page 65 - ConvinceThemFlip

neutralize the fight-or-flight response
90-Second Summary
Neutralize the Fight-or-Flight Response
Encourage others to make favorable snap judgments about
you. Establish a receptive mood and positive expectations.
• Be mindful of your body language and personal
packaging. We are drawn to people who look healthy
and vital. Attitude, posture, facial expressions, and
eye contact all influence the energy you radiate. Find
a signature look that inspires trust: a combination of
authority and approachability.
• Adjust your attitude to fit the situation before you
approach someone.
• Demonstrate open body language and signal an open
heart: Smile, make eye contact, point your heart at the
person’s heart, and let it be seen that you have nothing
to conceal in your hands—that you present no threat.
• Ask a softening question: “Excuse me, can I ask you a
question?” “How can you tell . . . ?” “What do you think
about . . . ?”
• Synchronize your body language and tone of voice.
If you are dealing with a small group, synchronize
with each individual as you turn to him or her.
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