Do you want to get people to say ‘yes’ to your proposals? Extensive psychological research demonstrates the importance of ‘liking’ in persuading people to say ‘Yes’.
Master salespeople are adept at utilising powerful psychological strategies to make people like them. Here are three highly effective secrets that authors can use to make a positive impression:
1. Flash at People!
Don’t worry this is quite safe! Body language experts have noted that when people meet people who they know and like, they lift or ‘flash’ their eyebrows upwards for a fraction of a second when first making eye contact. As this movement occurs outside of people’s conscious attention it is often referred to as ‘the unconscious hello’. It sends a powerful message of liking and acceptance to the other person which they will usually reciprocate.
2. Be More Like Them
When people like each other they unconsciously mirror each others body language. Psychologists call this “postural echoing”. A very fast and very effective way to encourage people to like you is to subtly match and mirror their body language. They won’t notice what you are doing at a conscious level but the positive impact of mirroring occurs at a deep unconscious level.
The rapport building strategies explained in my bestselling book, “Bare Knuckle Selling”, will add tremendous power to your ability to make people like you. Please forgive the shameless plug for my book “Bare Knuckle Selling” but I am an author on the subject of selling, and therefore I am sure you appreciate that I have to role model the behaviours I advocate! (wink)
3. Be Interested To Become More Interesting
Be genuinely interested in the other person. It is human nature to be interested in what is important to us. When someone else is interested in what is important to us, we cannot help but like them! It is very rare for people to be truly listened to. When this happens people develop a deep bond with the person doing the listening. Say less and listen more, and people will like you for it. Don’t give people a good talking to. Give them a good listening to! And they will like you all the more.
