We have already addressed the question “how to gain the audience’s trust?”. Sincerity is one of the three pillars of this trust; because it determines the value that the audience gives to the remarks of the speaker. We are all equipped with a super powerful sincerity detector. When someone addresses us, we can track all the signals that might betray a lack of consistency between their attitude and their remarks. This explains the importance of non-verbal communication, since 90% of the impact of a message is based on the voice and the posture.
But the stage fright and lack of self-confidence tend to blur the coherence that naturally exists between our thoughts and our behavior. This causes discomfort in the speaker who doesn’t feel “natural.” And, it delays the moment when the audience will fully subscribe to the message conveyed. Here are 3 practical tips.
Mitigate the effects of your negative emotions – Behavioral and cognitive theories have shown that there is always a balance between our thoughts, emotions and behavior. That is why when we are disturbed, it shows. But this process can also be used to soothe negative emotions. Take 2 minutes to stand firmly in place and put your hands on your hips in a strongly determined attitude. At the same time, make yourself think about all the work you’ve accomplished, your experience and your will to succeed. Repeat this exercise whenever you have the feeling that you’re not up to the task!
Express your positive emotions – Being able to mitigate the impact of negative emotions does not mean constraining all your feelings. On the contrary, expressing your emotions is a very powerful way to make an impact. However, in the workplace, it is generally considered appropriate to adopt a strict posture devoid of emotions. By adopting an attitude that prevents your emotions from betraying you, you are also preventing your personality from expressing itself. In order to convey the emotions that drive your actions, adopt the reflex to express them in your remarks. Whether you are enthusiastic, disappointed, curious or angry, think it and say it. Once again, you will see that your emotions, thoughts and behavior will synchronize faster and faster.
Express your commitment – To convey sincerity, it is also valuable to share the profound nature of your commitment. Those who lack experience tend to avoid doing so because they’re afraid of overdoing it, or seeming like an actor playing a role. As with positive emotions, include what motivates you in your remarks. This way you give meaning to your presence and allow the audience to adhere to your values before subscribing to your remarks. Remember: “people don’t buy what you do, but why you do it” *
When addressing the issue of sincerity, the question of manipulation is always raised. It’s an honorable but inappropriate scruple to have. Those who speak to manipulate are already aware of their natural ability to win people over. And the paradox is that it is the fundamentally sincere people who continue to question the expression of their own sincerity. We hope that this advice has brought you some answers.
* “Start with why” by Simon Sineck