Page 85 - ConvinceThemFlip

work your ABC: attitude, body language, and congruence
I’m eternally grateful that he shared his story with us.
It is a valuable illustration of how synchrony and body
language can be more powerful than the spoken word.
Synchronize Voice Characteristics
As we’ve just seen, simply synchronizing body lan-
guage makes a huge difference in being able to con-
nect and convince. It sends a message: “I am with you.
I’m on the same page now.” Now take it a step further by
synchronizing vocal characteristics. Synchronizing with
another person’s voice creates rapport unconsciously,
not only in face-to-face situations but also in voice-only
situations, such as on the telephone. Match the mood,
energy, and pace of the other person. These vocal charac-
teristics come from the speed, pitch, tone, and volume of
the voice.
EXERCISE
Make Your Voice Match
For one day, have fun with matching the volume, speed,
tone, and pitch (the ups and downs) of the people you
meet. Don’t go over the top. Do as little as you need to
adjust to them.
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