62. 　 

　　Firstly, the trick is to be consistently you, at your best. The most effective people never change character from one situation to another. They’re the same whether they’re having a conversation with their close friends, addressing their garden club or being interviewed for a job. They communicate with their whole being.

　　63. 　 

　　Secondly, whether you’re talking to one person or one hundred, always remember to look at them. Don’t break eye contact while talking. As you enter a room, move your eyes comfortably, then look directly at those in the room and smile. This shows clearly that you are at ease. Smiling is important. The best type of smile and eye contact is gentle and comfortable, not forced.

　　64. 　 

　　You should also absorb other people before showing yourself. You can’t learn anything when you talk. When you attend a meeting, a party or an interview, don’t immediately start throwing your opinions. Stop for a second. Absorb what’s going on. What’s the mood of the others—are they down, up, happy, expectant? Are they eager to learn from you, or do they show resistance? If you can sense what’s happening with others, you will be better able to reach them. So, listen before you talk.

　　65. 　 

　　How do you get your energy up? Before the meeting, collect your thoughts about the goal of the meeting—yours and the others’. Once you go through the doorway, no longer think about yourself. Focus on the person you are meeting to find out what he is interested in. Properly collected energy comes across when we sincerely believe something. When you speak with energy, you are involved with your audience and your message. You create an air of certainty. The audience may disagree with you, but they can’t question your belief.

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