Page 134 - ConvinceThemFlip

convince them in 90 seconds or less
hand. Sandy wanted to chat, but instead she sat there
nodding at the sheets. She was normally good-natured,
but this guy was beginning to tick her off.
“Slow down a second. What am I supposed to be look-
ing at? What am I supposed to be looking for?”
“I put it all in an e-mail to you,” John said, his exaspera-
tion showing both on his face and in his voice.
Time elapsed so far? Less than ninety seconds, and
this relationship is already a nonstarter. Have you figured
out where to place these two on the personality chart?
What are their strengths, and the weaknesses in these
strengths? What drives Sandy? What drives John?
This is a classic missed opportunity. John is an
analyzer—precise and focused. Sandy is a persuader—
wrapped up in herself and talking too much. John could
have gotten a great conversation going by expressing
his appreciation of Sandy’s resourcefulness in finding
him and thereby synchronized her air of freedom. Sandy
could have complimented John on bringing them together
here and synchronized his sense of organization. But as
it is, a possible moment of cooperation and team build-
ing has been missed. In fact, they’ll both remember this
meeting and it will probably remain a slightly embarrass-
ing moment that may keep them from ever developing a
strong relationship.
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