How to get people to trust you

I’ve been blogging recently about the relationship between words, physical actions, metaphor and influence. One expert who really “gets” this, who I had the privilege of meeting recently, is Mark Bowden, author of Winning Body Language. Let me share my biggest takeaway from the many useful things he taught me. It’s something I started using…

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Influence: actions speak louder than words

Influential language is important. Questions, listening and metaphor are important. But there could be an even more important factor in influence: the purely “incidental” behaviour of the people around you. “Turns out your colleague’s husband’s sister can make you fat, even if you’ve never met. And a happy friend affects your happiness more than a…

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How to make an awesome sales pitch

My good friend Jamie Smart delivered the best sales pitch I’ve ever seen this weekend. It was, quite frankly, awesome – and I’ve seen a lot of them. It was within a weekend workshop on “Getting Clients Congruently”, which was also excellent*. But it was the sales pitch itself that had the greatest impact for…

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How can you tell if someone's body language is "real"?

I blogged yesterday about how you can use someone’s gestures to influence them. It’s a fascinating, easy and fun technique that really works. Why does it work? Because in normal circumstances, a person’s gestures are outside their conscious awareness. In other words they come directly from the unconscious mind, from the “Elephant” rather than the conscious…

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How can you tell if someone’s body language is “real”?

I blogged yesterday about how you can use someone’s gestures to influence them. It’s a fascinating, easy and fun technique that really works. Why does it work? Because in normal circumstances, a person’s gestures are outside their conscious awareness. In other words they come directly from the unconscious mind, from the “Elephant” rather than the conscious…

Continue Reading →

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