Probably you've heard that "the first impression remains" at some point in your life. And it is precisely about this that the summary will talk about: how to use the first impression to convince someone.
Here, you will find that only 90 seconds is enough to persuade a person about some idea. The two initial seconds form the first impression and the other 88 serve to confirm the opinion.
Are you curious to know how to create a great first impression?
So let's get down to business!
Originally published in 2002 as "Convince Them in 90 Seconds or Less", the book brings a detailed study on how to use your body, your speech and your attitude to create lasting connections and convince people.
It shows different techniques, which will allow you to sell, interview and lead much more easily. For this, each following overview will address the recommendations for you to develop your communication.
Nicholas Boothman worked for 25 years as a fashion and advertising photographer. It was during this period that he learned and developed all his ability to establish an empathic relationship with complete strangers instantly.
Today, Nicholas is an expert in interpersonal communication, a master in Neuro-Linguistic Programming, a speaker at universities such as Harvard and large companies such as Coca-Cola and Suzuki.
Author of bestsellers, he was defined by The New York Times as the "new Dale Carnegie (author of" How to Win Friends and Influence People ")", that is, when it comes to communication and persuasion, Nicholas Boothman is a reference.
If you constantly deal with presentations and meetings, you are a salesperson and need to convince your client to buy your product, or if you would like to develop your communication skills, this book is for you.
Here you will find the "golden pot", to be a better communicator and to create relationships easily.
The book presents as main ideas the following topics:
From now on, let's dig deeper into these issues!
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As discussed at the beginning of this text, the first impression of a person is made in the first 2 seconds of the meeting.
Therefore, the author presents in the work "Convince Them in 90 Seconds or Less" the "Gospel According to Muldoon", which are initial and fundamental tips for success in communication.
Francis Xavier Muldoon was advertising manager for one of the UK's largest magazines and reached the top of this competitive market in just 3 years.
The author states that Muldoon was a person gifted with great social skills and it was with him that the author learned a lot about his techniques.
This "gospel" brings three points that we must use to kick-start a good first impression and guide our path to success:
Whether your communication has worked right or wrong, you are responsible. So it is important to understand the formula of successful communication. Thus, the KFC formula, which encompasses the following aspects, appears:
According to Nicholas Boothman, with KFC, you can develop a "roadmap" on how you can get the conversation going.
In the course of your experience, understand what is working and what is going wrong, and thus, make the necessary changes in your selling style, so you can perform better conversions.
Human nature has several peculiar characteristics that we need to learn to get around or take advantage in our daily lives, in order to create a better connection with who is on the other side of the conversation.
Whenever we establish the first contact with someone, our brain makes instantaneous judgments, subconsciously, and thus decides whether to "flee or fight."
This is the first impression and this will influence how the rest of the conversation will develop.
It is essential that the fight or flee reaction is well controlled, or, as Nicholas Boothman says, that it encourages others to make instant judgments about you.
In order to create this good impression, the first step is to be alert to body language and personal image, because people are usually attracted to those who present a good image, with attitude, posture and visual contact that transmit positive energy.
Also, pay attention to your voice tone, it should be in line with your body expression and show that you are open to the other person.
Be careful with personal space. Getting too close to someone can trigger the escape response, just as intrusions can affect the smooth running of the conversation.
A good communicator needs to have an attitude. The book "Convince Them in 90 Seconds or Less" says that for this you need to develop that trait and know what attitude to take according to the timing.
But why do we need to have an attitude and how to use it?
So, define your attitude and style and what will be the image you want to project to other people.
The book introduces us to two types of body language that are perfectly applicable to the business world.
According to Boothman, the first is open-body language, which means that you are open to business, where the arms and legs are uncrossed, there is good eye contact and a smile on the face, and the body leaning forward, showing interest.
The second is the closed body language, which means the opposite, so, you are closed to business. In this type, the attitude is defensive, with crossed arms, hiding the hands, looking away and removing the body.
It is very important to understand these models to understand the people with whom you are negotiating with and to know how to follow the negotiation.
Feedbacks are at the heart of continuous improvement. In order to be always growing and improving, you need to know how and where to improve.
Also, when you give a well-grounded feedback, people realize that you are paying attention to them and that they are generating some impact.
When you're getting feedback, show interest and respond, not just with speech, but with the body, showing how important it is to you.
According to the book "Convince Them in 90 Seconds or Less" sensory languages are:
In this part of the book Nicholas Boothman addresses the topic of how to understand and adapt to the different personalities to have a better connection.
The author says that in the business world, it's possible to find 4 personalities who have particular characteristics. They are: dreamer, analyzer, inductor and controller.
The book "Convince Them in 90 Seconds or Less" states that building relationships is essential in the corporate world.
This way is important to meet people, expand networking, write down contacts and allow these people to help you boost your career by offering business, inspiration, promotion and other forms of cooperation.
To create relationships, people need to know you well, to know who you are. In other words, make a proper presentation so you can be recognized and valued for your qualities.
The first step is to compliment properly, showing an open attitude, making eye contact, then, give a nice smile and be the first to speak, introducing yourself and saying your name.
The author Nicholas Boothman advises to always remember to be aligned with your speech and body language and adapt to the characteristics of the people around you.
Now that you've introduced yourself, you now need to make the conversation flow. To do this, Boothman gives the tips below:
In the book "The Psychology of Selling", Brian Tracy warns that the impression you make is important. Successful salespeople project a relaxed and confident professional image.
The book "The Sales Bible", Jeffrey Gitomer, advises: be able to listen to your customers well. As the author says, this is related to the first rule of the sales world. Also, let the customer decide, do not force his response as this will make him uncomfortable.
Finally, the book "Influence: Science and Practice", by Robert B. Cialdini, presents the concept of mental triggers. They allow you, in the process of persuading someone, to activate "shortcuts" in people's brains, facilitating the process of convincing.
We already understood the techniques of communication in theory. But how do we apply this in practice?
Imagine that you have a great idea and you need to introduce it and convince people that it is a good idea. You need to summarize it and its qualities. You need to make a pitch.
To make this pitch, you should use all of the communication strategies that we presented previously:
So you'll be on the right track to convince people quickly!
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Also, if you want to understand all the tips, you can get the full book by clicking on the images below: