Page 75 - ConvinceThemFlip

work your ABC: attitude, body language, and congruence
exercises together. Close your eyes again, pump up all
the senses once more, and—when the pictures are big
and colorful, the sounds clear and directional, and you
can feel the physical sensations—hear your voice yelling
“Great, great, great,” in wild and audacious tones. That’s
what a really useful attitude should feel like.
You Can’t Lead
if You Can’t Convince
Attitudes are real and they can be consciously chosen. It
is through our attitudes that we train our emotions.
Let’s look at someone who is going to have to pick the
right attitude if she’s going to have any chance to suc-
ceed. Her name is Erin and she is a team leader in her
company’s information technology department. Erin’s
team is in the dumps. For the last three months they’ve
been asked to do more—and get more out of the com-
pany’s computer system—with fewer resources. Now she
has more bad news for her team—the company needs
them to step up one more time. Her team is being asked
to bring a new system online, and they’re not going to get
any new people to help.
Erin feels truly disheartened, and it’s written all over
her face. She knows that if she walks into the meeting with
this expression on her face, things are going to go from
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