Page 117 - ConvinceThemFlip

connect with the senses
Howard is a no-nonsense
lawyer. He deals in facts and
wants to see the evidence.
He’s a snappy dresser and
likes to look people in the eye
when he talks to them. He
expects the same in return.
Melissa can charm the birds
out of the trees: She has a
wonderful way with words.
She has been in politics
since her early twenties
and has lots of friends. Her
dress style is flexible and
always seems to match the
tone of the occasion.
I see what you’re saying.
We’re up against the
wall.
Can you shed some light
on this problem?
That name rings a bell.
I can’t put my finger on
anything concrete.
Are you tuning in to what
she’s saying?
Let’s explore a little
deeper.
To check your answers, see page 111.
If we make our best efforts to create mutual trust and
understanding—by adjusting our attitude and by synchro-
nizing our body language, voice characteristics, preferred
words, and sensory preferences with those we work
with—we will find rapport with them, and making deals,
achieving mutual goals, and initiating projects will all be
much easier.
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