Page 95 - ConvinceThemFlip

work your ABC: attitude, body language, and congruence
• Open body language—uncrossed legs and arms,
good eye contact, smiling, leaning forward—exposes
the heart and is welcoming. It signals, “I’m open for
business.”
• Closed body language—arms crossed defensively,
avoiding eye contact, hiding your hands, moving
away—defends the heart and repels. It signals, “I’m
closed for business.”
• Pointing your heart—not obstructed by folded arms,
clipboards, or bundles of papers—at the heart of those
you meet is an easy way to demonstrate you are open
for business.
Synchronizing Body Language and
Voice Characteristics
People in rapport unconsciously synchronize each
other’s body language and vocal characteristics. If you
deliberately synchronize your body with another’s, you
will create a sense of understanding and trust and amaz-
ing connections can happen. Likewise, if you synchronize
your voice—speak slowly to a slow talker, animatedly to
a quick talker, quietly to a quiet talker—you will quickly
develop a sense of rapport.
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