Leapfrog by Nathalie Molina Niño & Sara Grace
Author:Nathalie Molina Niño & Sara Grace
Language: eng
Format: epub
Publisher: Penguin Publishing Group
Published: 2018-08-27T16:00:00+00:00
Hack 28
Master Startup Jedi Mind Tricks
I’M SURE YOU’VE heard a thousand times that to be persuasive, you need to build rapport. That conventional advice also happens to be sound advice: Mirror body language and energy levels, look for common ground, and you quickly set a stranger at ease. My friend and collaborator Courtney Seard, however, told me about another kind of mirroring, which I’ve heard a lot less about and believe is super important for anyone pitching their business. Courtney says to mirror body language, mirror energy, yes, but also mirror spoken language. If you get good at this, it can have an almost hypnotic effect. People will become more amenable to what you have to say—exactly what you need to spin a convincing growth story about the future of your company.
Courtney is an executive coach—she’s worked with entrepreneurs at Richard Branson’s Necker Island, for one—with an incredible energy and focus that inspired me to hire her to co-facilitate our first Galvanize training for the United State of Women. She helps people reshape the way they communicate around the way the person they’re speaking to thinks. She also helps you communicate better with yourself, so that you can understand and tweak your own behavior in a way that will assist you in life and at work.
Let’s say you’re going to pitch a potential investor. You know to mirror her body language—but you also want to listen to the way she speaks. Courtney says people’s words are often clues to their learning style, of which she says there are three: visual (sight); auditory (hearing); and kinesthetic (touch).
Some typical patterns:
Visual: “I see,” “It looks like”
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