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Bros. and Barnum & Bailey Circus. Soon you will dart into the center ring to captivate the crowd with the precision and balance of your body.
    Before walking through any door—the door to your office, a party, a meeting, even your kitchen—picture a leather bit hanging by a cable from the frame. It is swinging just an inch higher than your head. As you pass through the door, throw your head back and chomp on the imaginary dental grip that first pulls your cheeks back into a smile and then lifts you up. As you ascend high above the gasping crowd, your body is stretched into perfect alignment—head high, shoulders back, torso out of hips, feet weightless. At the zenith of the tent, you spin like a graceful top to the amazement and admiration of the crowd craning their necks to watch you. Now you look like a Somebody.
    One day, to test Hang by Your Teeth, I decided to count how many times I walked through a doorway: sixty times, even at home. You calculate: twice out your front door, twice in, six times to the bathroom, eight times to the kitchen, and through countless doors at your office. It adds up. Visualize anything sixty times a day and it becomes a habit! Habitual good posture is the first mark of a big winner.
    You are now ready to float into the room to captivate the crowd or close the sale (or maybe just settle for looking like the most important Somebody in the room).
    You now have all the basics Bob the artist needs to portray you as a big winner. Like he said, “great posture, a heads-up look, a confident smile, and a direct gaze.” The ideal image for somebody who’s a Somebody. 01 (001-042B) part one 8/14/03 9:16 AM Page 20
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    How to Talk to Anyone
    Technique #4
    Hang by Your Teeth
    Visualize a circus iron-jaw bit hanging from the frame
    of every door you walk through. Take a bite and, with
    it firmly between your teeth, let it swoop you to the
    peak of the big top. When you hang by your teeth,
    every muscle is stretched into perfect posture position. Now let’s put the whole act into motion. It’s time to turn your attention outward to your conversation partner. Use the next two techniques to make him or her feel like a million.
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    ✰ 5 How to Win Their
    Heart by Responding to
    Their “Inner Infant”
    Remember the old joke? The comic comes onstage and the first words out of his mouth are, “Well, how do you like me so far?”
    The audience always cracks up. Why? Because we all silently ask that question. Whenever we meet someone, we know, consciously or subconsciously, how they’re reacting to us.
    Do they look at us? Do they smile? Do they lean toward us?
    Do they somehow recognize how wonderful and special we are?
    We like those people. They have good taste. Or do they turn away, obviously unimpressed by our magnificence. The cretins!
    Two people getting to know each other are like little puppies sniffing each other out. We don’t have tails that wag or hair that bristles. But we do have eyes that narrow or widen. And hands that flash knuckles or subconsciously soften in the palms-up “I submit” position. We have dozens of other involuntary reactions that take place in the first few moments of togetherness. Attorneys conducting voir dire are exquisitely aware of this. They pay close attention to your instinctive body reactions. They watch to see how fully you are facing them and just how far forward or back you’re leaning while answering their questions. They check out your hands. Are they softly open, palms up, signifying acceptance of the ideas they’re expressing? Or are you making a slight fist, knuckles out, signaling rejection? They scrutinize your 21
    Copyright 2003 by Leil Lowndes. Click Here for Terms of Use. 01 (001-042B) part one 8/14/03 9:16 AM Page 22
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    How to Talk to Anyone
    face for the split seconds you break eye contact when discussing relevant subjects like your feelings on big awards for damages or the death penalty.