Page 224 - ConvinceThemFlip

convince them in 90 seconds or less
the right kind of questions helps keep the conversational
ball rolling.
• Ask open questions, which open people up and send
them to their heart and imagination. They can’t be
answered with a simple “yes” or “no,” and they often
begin with “who,” “what,” “where,” “why,” “when,”
or “how.”
• Avoid closed questions, which shut people down.
They can often be answered with a single word, and
they sometimes begin with “Are you?” “Did you?”
“Have you?”
• Use direct commands to the imagination: “What do you
think about . . . ?” “Tell me about . . . ”
• Actively listen for pointers to pick up and repeat back
as questions to your conversational partner.
• Try answering a question with a question—it can help
create a sense of rapport.
Schmoozing
When conversation builds momentum, it’s time to move
from polite and inquiring talk to something a little more
personal.
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