MAKE YOUR POINT!: SPEAK CLEARLY AND CONCISELY ANYPLACE, ANYTIME by Bob Elliott & Kevin Carroll

Author:Bob Elliott & Kevin Carroll [Elliott, Bob]
Language: eng
Format: mobi
ISBN: 9781463472047
Publisher: AuthorHouse
Published: 2005-02-06T14:00:00+00:00

Chapter Twenty Four

CONFIDENCE SELLS

Own the room.

There is no substitute for confidence. Confidence, as we know, comes from within. When we feel an inner peace or inner strength, it shows on the outside. When we’re confident, we smile, we look people in the eye and we stand tall. It’s these external cues that our listeners see and then influences them to conclude that we must know what we’re talking about because we sure look like we know what we’re talking about. When you’re confident, you’re convincing.

But confidence doesn’t always come from within. In fact there are plenty of people who really do know what they’re talking about, but the way they say it sounds hesitant and unsure. And then their listener becomes skeptical and therefore much harder to persuade.

An interesting experiment we witnessed revealed some intriguing insight about how we perceive confidence. We once heard about a performance where a hypnotist asked a woman to come up on stage in front of an audience. (The woman had previously described herself to the hypnotist as extremely shy and very uncomfortable in front of crowds.) When she stood up before the audience, she truly was quaking in her boots. She gave every indication that she felt miserable up there…she stared downward, hunched her shoulders and didn’t smile. The audience saw a frightened doe.

The hypnotist then went to the side of the stage and asked the painfully shy woman to join him. They stood off-stage for about 15 seconds and when they reappeared, the woman marched across the stage, stood tall in front of the audience, smiled and exuded confidence. The audience was amazed. What could the hypnotist possibly have done that transformed her?

When we pose this question to our clients, some suggest he hypnotized her, of course. Others say that he told her: “Believe in yourself!” or “You can do it!” Nope. It’s much simpler than that. The hypnotist simply said, “I want you to stand up straight, walk to the center of the stage, look people right in the eye, and smile.” He told her to execute the specific behaviors that instantly telegraph: “I’m confident and I know what I’m talking about.” Inside, the poor woman may still have been miserable, but on the outside, she looked like a Nobel Prize winner.

“Act the way you want to feel and soon you will feel the way you act.”

-Anonymous

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