The New Brand You: Your New Image Makes the Sale for You by Julie Broad

Author:Julie Broad
Language: eng
Format: mobi
Publisher: Stick Horse Publishing
Published: 2016-06-06T14:00:00+00:00

Tips / Key Points:

Next time someone is wrong, ask questions from a place of curiosity to create a new perspective for them.

When you’re confronted with a challenging situation, change the frame so your perspective puts you in a stronger position.

Celebrate what makes you special – toast the critics for letting you know that you’re on the right track.

Chapter 10. How to Make Your Words Meaningless

It was a crisp early fall – one of those beautiful mornings where the leaves are changing to gold and orange and it’s chilly but the sun is shining so it feels great to be outside.

We didn’t have any early meetings or pressing issues, so my husband Dave and I grabbed the dogs and went for a stroll along the seawall in Nanaimo toward Starbucks. As we were attaching the dog leashes to the fence outside the shop, another fellow walked up with a dog. We smiled, pointed to our pups and suggested that he tie his dog up on the other side of the outdoor sitting area to keep things calm while we all went inside to enjoy a coffee.

He nodded and tied his dog to the fence at a nice distance from ours. All was well.

Inside, as we were waiting for our drinks to come up on the bar, he commented on what good dogs we had. In my head I gave thanks that they were in fact being good at that moment.

I looked out the window at his dog and said, “Your dog is beautiful.” This comment gave the man his opening. He started telling us the story of how his dog had become part of the family.

It was a good story. He’d rescued his dog from a bad situation in the middle of the winter. I was smiling and nodding – encouraging him to go on. I wanted to hear more.

Then he took a step towards me.

I stiffened. He was in my space.

I was trapped. I had been leaning against the cream and milk table, which was against a wall.

He was still talking but I was no longer listening. I was trying to find a way to get more space, but there was nowhere to go.

He probably had no idea what had happened. I was totally into the story one second and running away the next.

When you are trying to engage someone in a conversation, build rapport, and perhaps influence their actions, what your body does is often even more important than the words you use.

Learning to tell great stories, taking control of the frame of the conversation, and asking great questions are all really important. The words you use matter, but they aren’t the most important piece. What your body is doing, what you look like and what your voice sounds like will all impact your message.

You may find you struggle to gain attention or lose attention in an instant … and it is quite likely it had nothing to do with the actual words you were saying.

That day in Starbucks, the nice man with the dog was telling a great story.

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