Page 200 - ConvinceThemFlip

convince them in 90 seconds or less
bridge to common ground. “I’m so pleased. What do you
like? How long ago?”—but Lucinda missed it. Or Lucinda
could have acknowledged her problems and shown her
vulnerability by saying something like “I want something
from you because I admire you” or “Can I let you in on
a secret? I’m involved in this wonderful project and I’m
quite nervous. You know what they’re thinking, ‘Can a
woman get it right?’” or “I know this stuff, but somehow I
freeze when I present. Dianne, you’re a legend here. Your
presentations score a 10 plus. Could you help me?”
These women could have ended up as allies but
Lucinda made a poor first impression, made no use of
feedback, showed no flexibility, and used no imagina-
tion. Lucinda failed to find common ground and failed to
connect.
90-Second Summary
The Greeting
Socializing is a skill that comes more naturally to some,
but everyone can learn the skills necessary to make con-
nections with new people. The tried-and-true procedure
for greeting people can be divided into five parts:
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