The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less!, Second Edition

Chapter 2. The First Four Seconds

SNEAK PREVIEW!

Your body language and your physical appearance will jump-start your instant likability, your persuasiveness, and most importantly how you are perceived by every person who meets you. You have less than 10 seconds and realistically closer to four seconds to make a good first impression on those with whom you come into contact. A world of research clearly indicates that you will be judged professionally and personally in the first few seconds of your meeting someone for the first time. In fact, your first impression is recorded and is used as a yardstick for all future communication by those you meet. Whatever that first impression is going to be on your part, you want it to be intentional and on purpose.

The First Impression

The second that one person sees another, a lot happens in the nonconscious mind. The conscious results are often seemingly instantaneous. Do any of these thoughts sound familiar to you?

"It's a gut instinct. I don't like her. I can't put my finger on it."

"There's just something about him that bugs me. I don't know what it is, but I can always tell."

"My intuition tells me that he's just not right."

People think and feel these thoughts when they observe mixed signals from people they meet. There is an internal conflict between the nonverbal (we'll call it body language from here on in) and the verbal signals a person receives. The sad part is that people really believe they have good instincts and that they should trust ...