As part of an experiment, midcareer executives competed against one another by pitching business plans to other execs at the same level. After the presentations, the executives rated all the plans. MIT researchers discovered they could predict which plans would be well received, just by observing the presenter’s tone of voice. The greater the presenter’s excitement and confidence, the more likely the plan would be met with approval. Think about that: The enthusiasm and charisma of the presenter was as critical to the plan’s success as the facts he or she was presenting.
The MIT researchers also found these elements played a critical role in a fruitful outcome:
* a consistent tone and motion
* confidence and practice
* mirroring the interviewer's gestures
* acting active and helpful