This isn't easy to hear, but the human mind is weak and predictable. We have built-in tendencies that are difficult to override, and when you know the right tricks, you can use this to your advantage.
There's nothing underhanded about what I'm going to share with you. It's simply a matter of understanding human psychology. Particularly if you work in sales, it's essential to know these three simple tricks to help you get ahead.
Silence is Golden
This is because it makes people uneasy. We've all had that experience of awkward small talk because no one wants to be left in silence.
If you ask someone a question and they're hesitant to answer, stare them down. Maintain eye contact and stay quiet. Not knowing what else to do, the other person's brain is triggered to react and fill the silence with words, some of which will likely form the answer to your question.
Entrepreneur calls talking less the "secret to closing more sales," pointing out that, " A great salesperson will talk no more than 20 percent of the time in a selling situation." When it comes to negotiating, silence is power.
Chew Gum to Release Anxiety
The opposite of "fight or flight" is "rest and digest." When you're in danger, the last thing you'd do is stop for a pizza. When everything is well, it's safe to eat and relax.
When you chew gum, you trick your brain into thinking you're eating. The brain knows you don't eat when you're in danger, so it tells your body to relax.
When you're about to give a presentation, you're probably a little nervous; your body pumps the adrenaline for fight or flight. Encourage it to rest and digest by chewing gum, and start your presentation with more calm and confidence.
Confidence is Brilliance
We all want to work with people who know what they're doing. If you act like you know what you're doing, people will think you're good at it. That confidence builds trust between parties, especially in business.
Be careful, though: with great power comes great responsibility, as you well know. It's okay to present yourself as 100 percent confident, even if you're only feeling it at about 60 percent, as long as you go figure out how to deliver what you confidently promised.
What do you do when faced with an awkward silence or a tricky negotiation, stage fright, or lack of confidence? Share your thoughts below or with me on Twitter.