Page 86 - ConvinceThemFlip

convince them in 90 seconds or less
Simply put, nothing drives a fast talker around the
bend faster than a slow talker. Nothing unhinges a quiet
talker more than the bellowing of a loud talker, and noth-
ing grates on a smooth talker more than the braying of a
whiny voice. I think you get the idea.
If you synchronize your body language, attitude, and
tone of voice with another person, their feelings will rub
off on you. You will begin to feel like them!
Convincing and Congruence
When your body language, tone of voice, and words
are all saying the same thing, you have a complete
attitude—it’s called being congruent. What it really means
is that you’re believable. Let’s turn on The Tonight Show
again for a minute. If Leno came out one night and told the
audience, “We’re really going to have fun tonight!” while
his body and his facial expressions looked genuinely
angry, you wouldn’t be convinced. Body language trumps
both the tone of voice and the words we use.
Go up to someone you know and say, “I’m really having
a great day,” while shaking your head from side to side,
as if to say no. See if they believe your words over your
gestures. They won’t. Now try saying the same thing with
an angry voice. Will they believe you? Of course not. The
tone of your voice conveys your true feelings.
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