How to Influence People, 2nd Edition

Chapter 4 summary

What is the culture of your current organisation? How is your team currently in terms of their posture, eye contact, smiles, gratitude and energy levels? Where would you like to see this culture go? What are the areas that the team most needs to work on?

I always say there are two kinds of offices that I walk into. The first type of office that I walk into I think, ‘Wow, I could totally work here. There is vibrancy and energy. You can really tell that the people that work here are dialled in.’

The other kind of office feels very different. I walk in and I can sense the quiet disconnection that permeates the stale air. I feel like walking up to the receptionist and asking, ‘What time is the viewing of the body? How did they pass?’

Does your office feel like a beacon of light and energy or does it feel more like a morgue? Now that you have given yourself a score in each of these five categories of act as if, I want you to circle the one, two, three, four or five shifts that need instant attention. Within these five areas, you can make change in a moment and instantly you will start the process of acting as if you are the person that you want to become.

Remember, the most important words are the words you say to yourself. In the course of your day ask yourself, ‘Is the body language I am displaying right now useful? If I was going to be the person that I wanted to be, is this the body language I would be displaying?’

Act as if. These are three great words to ...