Page 192 - ConvinceThemFlip

convince them in 90 seconds or less
EXERCISE
The Three-Second Rule in Action
In the following scenarios, use the details of the
situation, assume you have rapport, and decide what
you would say. Come up with a conversational statement,
and follow it with an open question.
1. It’s raining as you leave the store. Several people
are waiting under the awning for the rain to let up a
bit because they, like you, have no umbrella. You
are standing near someone and, “One, two, three,”
you say . . .
2. You’re at work, and you decide to walk outside for your
break because it’s a beautiful afternoon. You notice a
new hire whom you haven’t met. “One, two, three,” you
approach and say . . .
3. On your way to work you stop to pick up a cup of
coffee and notice someone you’ve seen in another
department. He/she is also getting ready to pour a cup.
“One, two, three,” you say . . .
position and voice (tone, speed, and volume). If the per-
son speaks slowly and quietly, do the same.
7. Engage. If you are still chatting after two minutes, you
can take the encounter wherever you want, or ask for a
phone number or e-mail address. This can be a difficult
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