Why People Don't Believe You…

Building Credibility from the Inside Out

,

• Publisher: Berrett-Koehler Publishers
• Year: 2018
• ISBN:
  9781523095919
• Topic: Negocios y empresa
• Subtopic: Reuniones y presentaciones

For some, projecting confidence and credibility is second nature. For others, it seems like a foreign language they'll never learn – until now.Rob Jolles delivers down-to-earth solutions for anyone looking to enhance the most basic need of all; to be believed. He leverages his over 30 years of experience to equip readers with empowering and practical tools for achieving business and social success. Jolles argues that credibility is as much about attitude as it is about aptitude. So-called "soft skills" like pitch, pace, and tone of voice, are actually some of the most crucial factors in determining how people perceive us. As he puts it, "it's not the words, it's the tune" that really makes us memorable and credible. This book is about finding the necessary magic to help others believe you. It requires an unshakable belief in yourself, so Jolles starts there. With that as a solid foundation, you can move on to the specific tactics and practices that will make you credible and convincing. But these can be tough to practice in the face of the inevitable setbacks we all face, so he also offers advice on maintaining courage and confidence when doubt naturally creeps in. And he concludes with a discussion of sustaining your newfound credibility for the long haul. There isn't a soul on earth who hasn't questioned themselves at some point. And most of us are just one or two brutal rejections away from questioning all that we are. Why People Don't Believe You helps readers cultivate a robust mental framework and a set of what Jolles calls "performance skills" to tackle these doubts. You are good enough –and after reading this stirring book, you'll be ready to make the world believe that as well.

CHAPTER
1

Believing in Yourself

Three vital words: believing in yourself. If you don’t believe in you, it’s nearly impossible for others to do so. How many times have you heard phrases like If you want it badly enough, you can do it! If only it were that easy. As a matter of fact, magically getting something because you want it so badly not only is a cliché but it clearly holds you back.

You hear it in sports all the time, particularly after a team has won a big game: “We just wanted it more than they did!” The thought of wanting something more than others seems to answer many questions, but to me it seems trite and misleading. If only succeeding in life were as easy as just wanting things more than those around you do.

Don’t get me wrong: wanting something badly is not a completely useless attitude; it’s just overrated. I have coached soccer and basketball teams for more than 25 years, and I could never attribute a team victory to just wanting it more. As a matter of fact, I am quite sure that if I ever wandered into the losing team’s locker room, I would not hear that they just didn’t want to win as badly as we did. When we were well prepared, practiced hard, and had an intelligent game plan, we were usually successful—but we did not pin our aspirations on just wanting it more. That would have provided a false sense of hope and been a waste of energy.

One of the most defining qualities we can possess is the simple capacity for self-confidence. It sure sounds simple, but for those who grapple with this humble notion, it can be life altering. Those who struggle have no doubt heard these encouraging words from family, friends, and coworkers: “You just have to believe in yourself.” If only it were that easy.

Believing in you cannot be accomplished simply by wanting it or by being told to do it. It requires preparation, practice, and execution involving a set of skills that, over time, can be mastered. Having mentored those who wrestle with this fundamental life principle, I’ve discovered a clear set of skills that are natural for some and require practice by others—but they are obtainable by all!

I find it helps to break the process of believing in oneself into five steps, but you can sum them up in one big shift: you’ll get there when you are willing to take the actions that others have taken to believe in themselves.

Commit to Believing

It always amazes me how determined those who struggle to believe in themselves can be. If not believing increased our chances of success by even 1 percent, I’d make it a competition and I would put it in every curriculum I deliver, but that is not the case. Not only is it logical to believe in oneself but it’s completely within our power. Even the most hesitant human being can probably remember a time in childhood when it was easy to believe they’d grow up to be a firefighter, an astronaut, or anything else they aspired to be.

When you believe in yourself, it becomes a whole lot easier to get others to believe in you, as well. That means trusting yourself with the decisions you make—and that involves risk. But you can’t believe halfheartedly; you must commit to believing in yourself all the way. That means deciding to believe and staying committed to that belief. Oh, if you don’t, you might fall into something I call the squirrel syndrome.

It turns out we can learn a lesson or two from a squirrel. When you stop and think about it, the squirrel is an amazing animal; nature thought about almost everything when putting this furry creature together. Squirrels are fast, strong, agile, and clever; but, like many other creatures, the squirrel does have one significant imperfection: an inability to decide. The results of this tragic flaw can be clearly seen on many of our roadways.

We have all probably seen this sad scenario play out: We are driving along and see a dot in the distance. It darts into the road with lightning speed and ample time to make it to the other side—and then something happens: The squirrel begins to question its decision. As the gap between your car and that squirrel closes, the squirrel decides that maybe this isn’t the time to cross the road. It chooses to race back to the other side.

Behind the wheel, we mutter to ourselves, “Come on, little buddy, commit.” As if on cue, the squirrel does decide—to once again change its mind. The ample cushion of time has now shrunk, resulting in a dangerous dash for the other side. As our car bears down, the squirrel could still be successful if only it didn’t again question the choice it had made. What makes matters worse, the animal is so lost in its indecision whether to go right or left that it stands lost in the middle of the road. Even when we hit our brakes, it is often sadly the last decision that poor squirrel ever makes.

But there’s a lesson to be learned from the squirrel syndrome, and this lesson plays out in much of what we do. When it comes to believing in ourselves, we are faced with two distinct paths to take. All we need to do is decide—and yet we often get caught up in our inability to commit.

Surely, there are times when good, solid, responsible decision-making assures us that the risk before us is worth taking. Now is the time to step off the curb and make a committed decision to believe in yourself. A well-known quote by John A. Shedd that hangs in my office reads:
“A ship in harbor is safe, but that is not what ships are built for.”

That dot in the road is now you, and your desire to overcome your hesitancy pushes you forward. Your inner voice tells you to take a courageous leap of faith and bound across that road. As the time to commit and act looms, another voice tries to horn in, encouraging you to step back and reassess this potentially risky decision. Neither voice is necessarily right or wrong, but the cognitive dissonance can have devastating results. We lean toward the act that requires risk, yet we attempt to mitigate that risk by taking a somewhat safer position to protect us if we fail. In so doing, we wind up committing to nothing. We are in the weakest, most vulnerable position: stuck in the middle of the road with no place to hide.

Of course, you have various options to help you decide: You can read this book, or seek the advice of others, or conduct research, or look to benchmark, or assemble whatever data you may wish to collect. The problem is, you may find that you’re right back where you started and you still need to decide. Your committing to a decision is as challenging and as critical as it is for the squirrel.

You know what decision I want you to make—I’m waiting for you on the other side of the road! When you make it across, regardless of what other struggles await you, own the decision you had the courage to make.

Once you commit to believing in yourself and summon the courage to trust that decision, you can shift the focus to your personal effort. You will find a lot more success by redefining it as “making the personal effort that I can control.” And in the words of John Shedd, it really is what you are built for!

Allow Yourself to Try—and Fail

For those who do not know me personally, I am a highly competitive human being, to put it mildly. I enjoy winning and have never been a fan of losing. It’s the third option, however, that really disappoints me: not trying at all. If you think back to some of your greatest accomplishments, I would bet that they were not achieved without the risk of failure. As a matter of fact, I am sure you’ll agree that the greater the achievement, the greater the risk of failure. In a strange way, failure is a teammate of success, as opposed to being its evil twin. I have never met a person who hasn’t experienced both, and yet failure—or the fear of failure—often seems to be the louder and stronger of the two.

The fear of failure sneaks
into our subconscious and
undermines our desire to try.

Once inside our minds, the fear of failure paints a series of worse-case scenarios, and before we realize it we retreat from whatever it was we were about to try.

But what if we redefined success as a willingness to fail? What if we celebrated both our wins and our losses by the effort we extend and the courage we display in our brave attempt to try? I would wager that we’d be celebrating a whole lot more victories! What’s more, our success would clearly be under our control, which would then breed more confidence, which would underpin more faith in ourselves.

Once upon a time when we were young, we truly believed that if we tried as hard as we could, we would be victorious. We weren’t afraid to try because success was defined by what we learned from our experience, whether we won or lost. We not only believed in ourselves but also improved each time we tried. Somewhere along the way, that was coached out of us. Consider this simple Japanese proverb: Failure teaches success.

I think we had it right when we were too young to even question it. Believing in yourself has everything to do with allowing yourself to try. You must encourage yourself to try. The worst that could happen is that you fail. But don’t you agree that doing nothing due to the fear of failure is worse than failure itself? With that encouragement and your willingness to attempt something new, you will ultimately find one of the greatest successes you can ever achieve: a belief in yourself.

Try to See Yourself as Others See You

Most people are unable to see themselves as others see them, and a by-product of this blind spot is doubt. You usually cannot attribute doubt to one particular aspect but rather a handful of them. When these aspects are addressed one by one, that doubt monster shrinks back under the bed. Shifting the angle of your own personal observation, much like an artist, can help.

We can learn a lot from artists. For example, have you ever watched an artist examine their own work of art? Part of the evaluation of that artwork occurs just by looking hard at it or walking past it. You might be surprised to learn what my wife, an artist, considers her two favorite ways to evaluate her work.

One of her methods is to go to the biggest mirror in our house. She holds up her painting for a long time, and she scrunches up her face, as though she is seeing that work for the first time. In fact, from the perspective that the mirror provides, she is seeing it anew. The image is in reverse, so she views the composition in an entirely new way. It gives her objectivity and the ability to see her work with fresh eyes.

The second way is with her camera. She’ll shoot a few digital pictures of the work and either print them out or look at them onscreen. You would think that a picture of a picture would not be of much value, but she swears that she can see aspects of her work that her natural perspective just doesn’t perceive.

She is working through a problem that is a challenge for many artists: it’s difficult to see their work as others see it. The mirror and the camera are two classic ways to address this. Those of us who are not artists must learn to manage a similar situation.

Most people are unable
to see themselves
as others see them.

This is not just a minor blind spot; it can be a significant roadblock on our path to success. Without an alternative perspective, like an artist has, it’s nearly impossible to see things as others see them.

When Xerox had its instructors conduct two-week training programs, every day the trainees would be video-recorded role-playing sales calls. The script each student followed was detailed and measurable, and instructors meticulously critiqued every behavior.

The instructors were trained to make few or no comments about trainees’ personal traits, such as appearance, gestures, and facial expressions, because each night the students’ homework was to evaluate their own performance and provide written feedback in the morning.

Watching the videos gave them a different perspective on how they looked and acted. The objective feedback was every bit as powerful as comments from the professional trainers.

To this day I frequently use that tool when I am coaching individuals or small groups. I bring out my smartphone or iPad and record their role plays or presentations, and I make the videos immediately available to them. I want them to see themselves as others see them, which is usually vastly different from the way they see themselves.

Sometimes this takes a little creativity. Whether it’s a mirror, a photograph, a video, or a friend, we cannot trust our personal instincts alone. When you can see yourself as others do, you can make great strides—including chipping away at self-doubt, which enables you to take another step forward to believing in yourself.

Balance Your Personal Feedback

It never ceases to amaze me just how tough we can be on ourselves. That toughness is front and center when it comes to self-evaluation. We just aren’t that nice to ourselves. Maybe it’s human nature to focus on negative feedback, but positive observations are critical as well.
If someone is unaware of something positive that they fail to see in themselves, even though others see it, that strength can easily be lost.

Improving your ability to coach yourself is another important step in removing doubt and believing in you. Performed halfheartedly, the results can be minimal at best; but when done properly, the results can be powerful. Here I share a three-step exercise designed to not just improve your own performance but to gain confidence and evolve. When you have an opportunity to self-access while standing in front of a mirror or watching a clip of yourself, consider the following steps.

Step 1 Ask yourself to identify two area...

Table of contents

• Cover
• Title Page
• Copyright Page
• Dedication
• Contents
• Foreword
• Preface
• Introduction: It’s Not the Words; It’s the Tune
• Chapter 1: Believing in Yourself
• Chapter 2: Fear and Response
• Chapter 3: Getting Others to Believe You
• Chapter 4: stepping Up Your Game
• Chapter 5: Putting a Lion in Your Heart
• Chapter 6: Positivity!
• Chapter 7: The Politics of success
• Conclusion: Moving beyond Hope
• Suggested Readings
• Acknowledgments
• Index
• About the Author
• About Jolles Associates, Inc.