Practice This Simple Trick to Master Body Language at a Key Meeting

Posted on June 7th, 2011 by Keith Ferrazzi

Charisma and leadership expert Olivia Fox Cabane created this mission to help get you ready for your next key business meeting.

Researchers at MIT's Media Lab found they could predict the outcome of negotiations, sales calls, and pitches with 87 percent accuracy without listening to a single word of content, just by analyzing people’s body language. In this mission you'll improve your body language to greatly increase your chances of success in any interaction.

Your mission: Prior to your next key meeting, close your eyes and remember, in as much detail as you can, a moment of great triumph. Make the memory as vivid as possible: see, hear, feel the emotions. Now, visualize the meeting you’re about to have, and imagine it going as well as possible. Feel the satisfaction, the excitement, the triumph. When you do this, a remarkable change will sweep over your body language, and you’ll enter the meeting broadcasting positive signals from head to toe. Why? Because our brain can’t distinguish imagination from reality, it will accept as momentarily “real” anything you imagine: this is the power of visualization. Trick yourself!

Pick your key meeting NOW and copy this mission into the agenda so that you don't forget. Report back and let us know: did it work? What changed for you? Have you noticed a new confidence in your communications and the way others react to you?

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11 comments // In Meetings
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11 Responses so far | Have Your Say!

  1. TRTroutman says:
    June 7, 2011 at 5:18 am
    Reply

    This follows a very old philosophy from the Bible and possibly 1000s of years before this with Buddha- the power of positive thinking. (Hope we didn't spend public money on this research.) I learned this in high school from a beautiful friend of mine. We were both trying out for cheerleading and she took me every day after practice to the football field bleachers and made me sit there with her and talk about what it would be like WHEN we made it. How it would sound and smell, how excited we would be, how the memories would be with us forever. I had about a 20% chance of making it but somehow my name was called. I KNOW without doubt that I NEVER would have been there had it not been for those visualization exercises and positive meditations.
    30 years later and I never walk in to a meeting for any type of negotiation, whether it be for my autistic child with school administrators or a client meeting unless I've spent several days meditating on my desired outcome. I anticipate it, visualize it, feel how it will be when it concludes positively.
    Great suggestion - ancient technique - still around - still works.

  2. This is a great tip for your golf game as well...

  3. Old technique or not, I think many of us still need the reminder. All too often, I see people talking themselves OUT of success by dwelling on all the possible negative outcomes. It absolutely changes the way we present ourselves and can prevent us from even following up on things that are essentially already "in the bag" .

    Yes, stand on the foundation of previous successes, convince yourself that positive outcomes have occurred and can certainly occur again. Don't ignore the "failures" but analyze those in the space between meetings and incorporate lessons learned into your plan of action. However, just prior to the meeting, it's nothing but "happy thoughts". ;)

    As a very amateur marathoner, I find this technique is absolutely essential to train for and, most importantly, finish any race.

  4. Very similar to 'Neuro-Linguistic Programming' which "seeks to educate people in self-awareness and effective communication, and to change their patterns of mental and emotional behavior." There are some great in-depth reads regarding the subject.

  5. I completely agree with the idea that our focus..becomes our own created reality. Sometimes there may be nervous or anxious feelings inside before a meeting.. an event or appointment. My own method is to for sure focus on the desired outcome.. like just watching a mini movie in my mind. And whatever unexpected circumstances happen during the process... instead of reacting with worrying about what negative outcome may occur.. i simply allow those things to flow through me like wind blowing through trees. It always passes.. and can always be delt with by bringing the focus back to positive expectations.

  6. Walter Aguilera says:
    June 7, 2011 at 4:30 pm
    Reply

    I have to say practicing this method has made my presentations/meetings with clients go a lot better. Not only am I doing myself a favor by feeling more confident, but I am also doing a favor for the client by not having to make them go through minutes of watching me sweat from being nervous or hearing me stutter.

  7. Keith,

    Check out Paul Ekman. http://www.paulekman.com/
    He is the master at identifying micro-expressions and reading people.

  8. Al Pittampalli says:
    June 7, 2011 at 8:54 pm
    Reply

    It's fascinating how much we know about the effectiveness of visualization, but how little it's utilized. This is a great tip. Also related to body language, mirroring is a great technique to use.

  9. I think Stephen Covey said it as "Begin with the end in mind". And you know what,.... it works! Al is right, thousands of people will read this blog post, but only a handful will take action.

  10. I've used this technique for years, and it works! Also try it first thing in the morning, before you step out of bed. Visualize the entire sales day. Feel the triumph before it actually takes place, I can guaratee you that it will make a diffence if you keep doing every day.

  11. Laura Hobson says:
    October 26, 2011 at 6:24 am
    Reply

    Visualization does help. Anticipating a positive outcome is key to sales calls, talking with your boss, having an important meeting, etc.

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