Page 132 - ConvinceThemFlip

convince them in 90 seconds or less
“Oh, I’m not, but I talked my way in, and they showed
me where you were sitting, at least they thought it was
you. They were pretty sure, so I said I’d just go over and
check, and if it wasn’t you, I’d just come back and wait.
They’re pretty busy out there. And so here we are.” She
had managed to arrange her bags and sit down without
missing a beat.
Yes, indeed. Would you like a refreshment?” When she
EXERCISE
Who’s Talking?
The business chameleon must be able to adapt to
and feed the personality types of her customers and
colleagues. To do this, she must first figure out what type
they are by observing, asking questions, and listening.
Is she dealing with a dreamer, an analyzer, a persuader,
or a controller? Once she makes the determination, then
she immediately synchronizes her style with theirs.
Here are four different answers to the same question.
Figure out who is the dreamer, the analyst, the
persuader, and the controller. Try to imagine what you’d
say next to connect with each of them and keep the
conversation moving.
Question: How can we cut the skyrocketing cost in the
design department?
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