Selling Your Likability 43
for a ‘gets along with everyone’ personality. He considers
himself quite intelligent and tends to come across a little
arrogant at times.
On the trip from the airport to his new assignment, a
corporate colleague informed him that one of the other
employees at the work site was a little difficult to deal
with. He was advised to “just try to ignore her bad per-
sonality.” However, he decided to take your advice to heart.
After one week of polite conversation and conscious
attempts to keep an open face, this person has warmed
up to him nicely. She treats him kindlier and with much
greater respect than the other corporate people. His co-
workers are amazed. This has boosted his confidence,
eased his transition, and makes him more valuable to the
project.
Thank you for taking the time to share your knowl-
edge and insight with him. He feels as though he has a
new and effective tool to help him as he meets and inter-
acts with people.
C.L.
It works. So when people
tell me, “I don’t care if the au-
dience likes me; that doesn’t
matter to me,” all I can say is,
“You’re making a world-class
mistake.”
The open face is the face
you show your audience when
you elevate your brows slightly
and create the horizontal lines
in your forehead.
It’s the face of warm, car-
ing, animated conversation.
Watch people telling secrets.
Watch two people engaged
in big-time gossip.
No one has ever walked up
to a baby’s crib and neutrally
Open face: The open face is a caring
face, and the audience returns the fa-
vor. Remember: The smiling face is
happy. The open face is warm.