Page 211 - ConvinceThemFlip

get them talking
Use your body as well
as your eyes and voice
to show you’re paying
rapt attention.
appeals to a person’s logi-
cal and analytical aspects,
while the schmoozer talks
to the senses and to the
imagination.
A great schmoozer’s
conversation is intimate
and cozy, even gossipy. The schmoozer uses the magic
words “who,” “what,” “where,” “why,” “when,” and “how”
to elicit emotional responses, while the fact talker uses
these words only to elicit information. The schmoozer
plays to the senses and asks, “How do you feel about . . . ?
How do you see . . . ? How does this sound . . . ?” He uses
linguistic softeners and artfully vague language to draw
out his conversational partner: “Help me understand how
we can make this work.” “What are your first impres-
sions?” “Tell me again why you think we ought to build
there.” A great schmoozer’s opening line should make
the schmoozee go directly into his or her imagination.
Schmoozers sometimes nod and sway ever so slightly
and even use gentle humming sounds to captivate and
encourage their partner to respond. And when they do,
the connection between them and their partner grows
stronger. Fact talkers, with their emphasis on information,
inevitably end up in a conversational dead end, playing
tennis on their own.
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