Transcripts

Arch Lustberg:
When you open your mouth you want your message to get across and the only way you'll get it across is if your audience likes you. Likeability wins, it wins the job, the promotion, the sale, the election and the acquittal.

Arch Lustberg, author of the book, How To Sell Yourself says the most important element of likeability is the open face.

Ronald Regan had it, Bill Clinton had it, I say it's a loving face. We look at a baby and you know what we do? We open our eyes and we say, "Hi". I realize we can't do that with adults. "How you doing, how are you?" But there's something about that that says to the baby, I love you. And when you make intellectual love to your audience they can't help but like you back.

And the way you make an open face is…

You give me more eye. The eyes are the window to the soul. You raise your brows and you're giving me more eye.

The other element of likeability when you speak is the gesture.

The open face says I care and the gesture says I share. You're hugging me with…when you do a two handed gesture. You're shaking my hand when you do a one handed gesture. But like a smile the gesture has to be appropriate and it has to be genuine. So you have to be comfortable with gesture.

You can link to Arch's website from ours: somethingyoushouldknow.net I'm Mike Carruthers and that's Something You Should Know.