Nervous about a presentation? Or closing that deal you have been working on for the last few months? How we ‘pep talk’ ourselves can have a dramatic impact on we perform. Daniel H Pink, in ‘To Sell is Human’, shows us how…
Flipping ‘I Will’ to ‘Will I’
I will deliver a good presentation. I will close the deal.
Short, declarative, self-talk statements may make us feel more positive in the short term, but they are not as effective as interrogative self-talk.
Will I deliver a good presentation? Will I close the deal?
Strategies within your answers
The explanation for this is that when we interrogate, we come up with answers. Within those answers are strategies for success.
Yes, I will make eye contact, and speak slowly and clearly.
We begin to visualise our goal, and why we should be able to achieve it.
So the next time you need to psyche yourself up, ask don’t tell!