Page 191 - ConvinceThemFlip

open the lines of communication
(one that begins with who, what, where, why, when, or
how). The goal is to select a topic that directs attention
away from the two of you. If it’s appropriate, use a prop,
like a catalog, to deflect attention. Pick up the catalog and
wait a few seconds. Then casually ask a question, like “Do
you know anything about this company?”
3. Build trust. Once you’ve opened a line of commu-
nication, you need to demonstrate integrity and gain
credibility quickly. The best way to build trust is by
linking yourself to the event by talking about your work,
school, or community involvement—something local and
reliable. You might say “My office is Montreal, and I come
here almost every year.”
4. Hunt for common ground. Be on the lookout for oppor-
tunities to say “Me, too” (or “What a coincidence,” or
“Funny you should say that”). Be honest and sincere.
5. Evaluate. Chatting for twenty seconds is long enough to
tell if a person is interested in talking. If it’s not going well,
politely exit the conversation and don’t be discouraged. Be
fearless and calm, and detach yourself from the outcome.
6. Synchronize. If you feel a connection, escalate the
intensity by subtly mirroring the person’s overall body
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