Page 82 - ConvinceThemFlip

convince them in 90 seconds or less
EXERCISE
Synchronize Body Language
For one day, synchronize the overall body language of
the people you meet. This is the fastest way to build
trust and communication. Don’t go over the top. Do as
little as you need to adjust to them.
We naturally synchronize our tone of voice and body
language with our friends and people we trust. You can
do it with anyone you choose.
Make and Break
Once you are good at it—one day should make you an
expert—practice synchronizing for about thirty seconds,
then break the synchronizing for thirty seconds, then
make it again. Go through the cycle a few times.
Notice the difference. Does it feel as if there’s a wall
going up as you feel the trust disappear? Now get back in
synch and feel the relief as it returns.
function of our predisposition to reciprocate behavior.
It’s hardwired into the human brain.
I mentioned this phenomenon in my first book, and
during a radio interview the host told me, “I read your
book over the weekend. On Sunday night my husband
took me out to dinner, so I decided to try out your syn-
chronizing exercise with someone in the restaurant to see
what would happen. I was a little skeptical.”
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