Page 199 - ConvinceThemFlip

open the lines of communication
said in a very small voice, “If you don’t have time now,
maybe you could send me an e-mail?”
Signaling for the bill, Dianne said calmly, “I don’t
think so.”
Me, me, me. Lucinda was entirely wrapped up in
herself. She was nervous about asking for help and
overcompensated by babbling away until she had com-
pletely infuriated the woman who could help her. She
was so busy babbling that she didn’t offer Dianne a single
chance to connect. When Dianne mentioned she’d been
to a Mongolian restaurant before, that could have been a
folks when they go into their imagination at your request:
There’s a kind of intimacy that happens. It’s as though
they think you can see, hear, feel, taste, and smell the
same things they can inside their mind. Ask someone
about the last really funny movie they saw and watch their
expression and demeanor change.
Actively listen and observe how others find common
ground. Collect your own supply of questions. You can’t
use the same questions for everyone, because we all
have differing sensibilities, but you’d be surprised at how
many people you can reach with no more than three or
four good questions.
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