Page 204 - ConvinceThemFlip

convince them in 90 seconds or less
built a relationship at a level much deeper and more mem-
orable than a simple social or business contact.
Disraeli personified the three most charismatic really
useful attitudes—enthusiasm, curiosity, and humility—
while Gladstone overlooked the humility part. Have
you ever watched a TV interview where the interviewer
talks more than the guest? It’s boring and annoying. The
ground rules for successfully connecting are pretty much
the same as they are for interviewing: Get the person talk-
ing, stay focused, actively observe, actively listen, give
feedback and encouragement, and make sure you listen
more than you talk. What better result could there be than
to have your client walk away convinced that he or she is
the most interesting person you ever met?
How to Get a
Conversation Rolling
In organizations, conversation is the glue that holds
everything together. CNN conducted a national poll that
asked, “How good are you at business conversation?”
There were three options to choose from. Of the 3,537
responses, 30 percent chose “I could carry on a great talk
with a doorknob,” 48 percent chose “I’m good sometimes,
but it’s mostly luck,” and 22 percent chose “Uniformly ter-
rible. I freeze, I stammer.”
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