Page 116 - ConvinceThemFlip

convince them in 90 seconds or less
EXERCISE
Sensory Language
On the left you’ll find a description of a person; on
the right you’ll find some phrases. First determine
which person is visual, which is auditory, and which is
kinesthetic, and then see if you can match them up with
the phrases.
Jill runs a successful catering
company. She started out on
her own and now employs
forty-three people. A pastry
chef by training, she still
enjoys rolling up her sleeves
and giving a hand wherever
she’s needed. She prefers
comfortable clothes and has
a patient, kind voice.
We all have differing
viewpoints.
Can you grasp the
basics?
That sounds like a great
idea.
Show me how you did it.
I hear you loud and clear.
with—because we share the same tastes and interests,
and probably the same sensory preferences. We call this
rapport by chance. But in business we can’t leave rapport to
chance. We can’t simply assume or hope that we’ll be deal-
ing with people like ourselves. We know from experience
that it doesn’t work that way. So, for everyone else, there
is rapport by design.
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