The 4 behaviours crucial to getting a “yes”

In order to get that “yes” in a meeting there are 4 crucial behaviours you need to focus on:


  1. First impressions. People you meet start forming opinions about you literally from the very first second. It might be the way you are dressed, how you sit, or the manner in which you  greet them. And research shows that people will then spend the rest of their time in your presence looking for additional data that confirms their initial thoughts about you. So yes, first impressions really do matter.
  2. Prepare. According to research carried out at the University of Oxford there are six universal factors that will determine whether a person likes you or not and these are; place, language, opinion, interests, sense of humour and institutions. You may not be able to find common ground in all areas but if you don’t tick any of the boxes your chances of winning someone over is probably zero. So, do the research on the people you are going to meet. Maybe they come from the same town as you, went to the same university or have the same hobby.
  3. Body language. An audience will judge you on your performance as much as on the detail of what you have to say and our hands are your most important tool when it comes to communicating. Use them judicially but if an audience cannot see your hands when you are talking they will be far less engaged than if they can.
  4. Conversation. One of the six universal factors is opinion so it is very unwise to disagree with someone if you want them to feel positive about you. Obviously that can be difficult if you hold a diametrically opposite view on a topic but don’t just state an opposing position. Instead, add something to the conversation without being challenging or disagreeable. For example, if someone says they think the government is doing a poor job and you don’t hold that view you could suggest one or two areas where they have performed quite effectively.
And remember, it is not necessary to immediately fill the gaps in a conversation. Some people are afraid of silence and think that saying anything is better than nothing. This often leads them  to just filling the gaps with hot air. If you pause before you speak you have more time to think and your words will have more weight. Silence is a useful tool, so use it.

Clearly there is more to getting that sale agreed, or that new board resolution accepted than just these 4 behaviours but, without focusing on them you will always be faced with an uphill battle. Find out about how Crescus training programs will teach you the skills you need to get that “yes” –