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convince them in 90 seconds or less
Staying Focused
A schmoozer’s language may be artfully vague and her
body language gentle, but never doubt that a good
schmoozer is always focused on what she wants. Even
though she may lead you all over the place, she always
has her goal in mind. She’s always working her KFC. For
example, let me tell you about Abigail, CEO of a midsized,
middle-American manufacturing company that hired me
for some consulting work. Abigail invited me to observe at
an informal staff meeting. These meetings were designed
EXERCISE
Staying Focused
Keep yourself on track during any new business
encounter by repeatedly asking yourself, What do I want?
Tell yourself precisely what your desired outcome is, and
stay positive. Remember your KFC all the way to the end
of the first ninety seconds and beyond.
Try this with a friend. One of you is A, the other is B.
A asks B, “Tell me about your job.” B’s task is to get off
the subject as quickly as possible. A’s job is to recognize
as early as possible when this happens, then to use one
of B’s own phrases to stop B and get her back on track.
For example:
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