2. How to Make a Great Impression
“1st step in Persuading, Influencing, and
Negotiating requires that you get people to feel
Comfortable with you”
Comfortability! Uncomfortability!
• If you already know • If you don’t know a
a person you will feel person you will not
Sync and on the same feel Sync and on the
wavelength. same wavelength.
3. How to Make a Great Impression
Feeling Comfortable focuses on…
• Feeling you are in Sync.
• Sensing you are on same Wavelength.
• Noticing the other person understands you,
especially your thoughts, needs, feelings and
opinions.
4. Basic Principle
“Human beings want to be around people who
seem similar to themselves”.
Similarity in sense of
• Interests
• Thoughts
• Needs
• Feelings
• Experiences
• Goals
5. Basic Rules
Golden Rule:
“Treat other people as you want to be treated”
Platinum Rule:
“Treat other people the way they like being
treated”
8. Impression Management
Technique 3: Listen Attentively…
Don’t Make others feel Listen Well
• Ignored • Concentrate
• Unimportant • Paraphrase or Repeat
• Offended • Ask questions
• Frustrated • Take notes
9. Impression Management
Technique 4: Engage in Artful Vagueness…
Don’t Talk About Artfully Vague Phrases
• Religion • That’s an idea
• Politics • You’ve got a point
• Money • You may be right
BUT BUT
• Contradict Sensibly! • Avoid selling out your
values!
10. Impression Management
Technique 5: Use their Name…
High-achievers: Use other person’s name once in
each conversation.
Under-achievers: Use other person’s name less
than half the time.
11. Impression Management
Technique 6: Pay Complement…
“What goes around comes around”
High-achievers: Pay 3 complements a day.
Under-achievers: Seldom gave complement.
