Am I Like Them

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Decides if I like another person is, am I like them? Person in this room, professional. We're here at the BMW conference.

We have things in common. When we build rapport, we are looking for sameness, likeness, and commonality. That's the definition of rapport It doesn't mean we don't have to have stuff in common. I don't have to say the values of you.I don't have to do the same things outside of work that you do. When we're together, I need to do and say and act like you. And if I do, you will like me whether you like it or not. That's the involuntary part. You'll at least feel safe enough to go to the next step in the conversation. So they need to, on some level, feel that they are like you.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Meet People Where They Are

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Right, have you heard the expression, imitation is the highest form of flattery.

So we want to meet people where they are, be as flexible as possible, and speak their language.

If we do that, we're the lead dog. Most people are wrapped up in their PowerPoint or their presentation, or did I set it right? You know, am I wearing the right clothes? Am I here on time? And they're in their own heads. We want to escape that and be there for the other person.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Body Language

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

93% of what gets you hired or not, closes the sale or not, your team follows you or not, is your body language. It's how you carry yourself. And I was at the networking event last night, right? Yeah, yeah, yeah. So I saw some good body language and some less than stellar body language.

Like, I don't want to be here. For some of you, last night was not eating, not the network. Right? You know what I'm talking about? I'm like, oh, I'm out of wings.

It's not purpose, not purpose, you know? Your goal shouldn't be how many oysters we can use tonight. Like, you hit the oysters, I hit the wings, we meet here, that's not the goal, right? So how you carry yourself matters. As a matter of fact, it's speaking so loud I can't hear your words.

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What You Say Almost Doesn't Matter

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

What you say almost doesn't matter. This survey has been around for a while.

You may have seen it before. Anyone know how much your words influence another person to your point of view? 20%, 10, 15, 20, 10, 15. Average amount, you're all right.

It's 7%. You can get it; I couldn't give it away too early. You got it.

7%, which means you can attend meetings, give speeches, and appear in front of your board.

You can be at the table. You can screw up the script. And they only cost 7% of it anyway.

So, if you're a laborer, you're all right. Should we say they or them? Should this be an us or a we? No one cares. Okay? Sorry, they don't. I get it. You have alphabet soup after your name. You spent a whole career getting your MBA.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Rapport is Evaluated a Thousand Times Per Minute

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

And you need them going at all times if you want influence. One of those two is broken down.

You can gain them back very easily. We evaluate rapport thousands of times per second. Because it is one of the top survival mechanisms we have in our central nervous system.

If you're in rapport, you feel safe. If you're out of rapport, a part of us thinks, Hey, I'm out of rapport. Oh my God, there's a saber-toothed tiger that's going to come get me.

That's the way we're wired. There's no great area at all. You're in this room because you feel safe. Plain and simple. Second you don't feel safe in this room, you're gone. Always working on our behalf.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

RESPECT

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

To your point of view, you do need respect. Whatever's on your business card, can you do? What percentage of resumes do they say are made up, exaggerated, or flat-out lies? Like 70%.

In other words, you're full of beans. I wouldn't say that in New Jersey, but we're in South Carolina, so I'm full of beans. You're full of beans. 70%. That's why I love it when I read a resume that's poorly written or the person I know goes, Hey, I'm a dynamic go-getter, kick butt, blah, blah. I'm like, they know that.

That's good. I at least know who I'm talking to. Trust is a back-to-back exercise.

Meaning, after we speak, and I walk out of the room, and you walk out of the room, can I trust you're going to do what you said? But respect, we need in business. Because if I'm talking to Eric, do I even have the respect for him to tell him the truth? Or am I like this? You know, it's not going anywhere. I'm not even going to bother.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Understand Your Style

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

What they're talking about is that you will build trust, if thought of as older, not as attractive, not as intelligent.

The less you say, and the more you get the other person to talk, you are considered younger, more innovative, and more intelligent. This should be good news for half of this room. You don't have to come up with stuff.

You just take the last thing they said and make it the first thing you say. So I greeted you this morning. Some of it was good morning.

Some of it was, hey man, hey man. That was it. Right? Some of it was a pleasure.

It was a pleasure. I greeted you in your language this morning, so I had 80 chances to practice the different languages. And that's the key: Understand your style so you can understand others' style and adapt to any situation.

Please like and follow this podcast to learn more. My name is Carl Gould, and this has been your #70secondCEO.

The Value of Trust

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Number one, the foundational emotion. In the 500 years of study of human performance, there is only one value that matches a behavior, only one. And it is the value of trust. Any of you disc takers, that's the I. The I is not only a behavior style; it's a core value. We have to have trust before we can go anywhere else. So what would your working definition of trust be? How do you know you trust somebody? You can call it. Do what they say.

Do what they say; I like that. Tell them your secrets. Pardon me. Tell them your secrets.

Tell them your secrets—that's a good one. I like that technique. We need to have common goals or interests. Now, I'm going to make it even easier for you. Whose common goals and interests do we care about? If Rafael here is the prospect or the client, and I'm the salesperson, whose goals and interests matter? Rafael's, not mine. It's not all about me; it's all about him.

If Rafael says, hey Carl, do you golf? Does he care if I golf? Not at all. Is that okay? All right? And what does he want to talk about? Golf, whose game? My game or his? His. So somebody comes up and he says, hey Vanessa, what did you do last weekend, right? Did they really want to hear about Vanessa's weekend? Nah, they can't wait, . They had a great experience, and they want to tell their story, right? So common goals and interests means them. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.