Page 210 - ConvinceThemFlip

convince them in 90 seconds or less
“Aren’t you a bit young to remember anything about
the good old days?” Dale said sarcastically.
“I just thought that the idea was for people to have
some fun as well,” Jackie snapped.
“If we’re looking for a good time, shouldn’t we be
talking about Las Vegas?” George asked, grinning. The
other two looked at him, shocked for a moment, and then
laughed. George joined them. We’re talking now, and I like
it, George thought. We’re a team, and I’m part of it.
When George first heard about the technique of
answering a question with a question in order to connect,
he thought that it was a joke. Now that he’s tried it, he
thinks that it’s genius. He’s not only getting along with the
younger staff now, but has picked up a couple of very nice
ideas here as well.
The Art of Schmoozing
Somewhere in the first few minutes of your encoun-
ter, you’ll feel the conversation start building a little
momentum. Don’t look for it; you’ll know it when you feel
it. Now is the time to move from polite and enquiring talk
to something a little more personal. This requires a shift
in attitude and intention. There’s a qualitative distinction
that we have to draw here between what I call fact talk
and, for want of a better word, schmoozing. The fact talker
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