If you go into a situation with fear – if you’re unconfident, if you’re presenting or selling or pitching or giving a speech or running a workshop and you’re scared, that nervousness is picked up by the room. It spreads like butter and unsettles people until they lose their confidence – they lose their confidence in you.
Once they’ve lost their confidence in you, it makes it impossible to accomplish what you set out to – to change their minds, to convince them, to open them up, to inform them, to sell them something, to get their buy-in or agreement.
Instead, if you go into the same situation and just pretend to be confident, people might not know you’re pretending. What’s the difference between someone who’s pretending to be confident and someone who’s genuinely confident?
Next time, just pretend and see what happens.