Page 230 - ConvinceThemFlip

convince them in 90 seconds or less
a winner and a loser in earlier exercises. It was to give
you the discipline and flexibility of attitude and behavior
necessary to lead and link emotions—not just in yourself,
but in others.
Now for the words you use: Even if they constitute
only 7 percent of your total message, they must be chosen
with care. You learned earlier the value of sensory-rich
language, painting word pictures, and the power of the
imagination. Now it’s time to “Muldoonize” your conver-
sation by including emotionally charged words. Adopting
the emotional state yourself will help bring the right
words to mind. To give you an idea of how someone might
link states to get another person primed to hear her idea,
let’s listen in on Joanna. Joanna knows her boss, Max,
commutes to work on the train, and she knows that a
great way to start a conversation is with a question. Max
is sitting at his desk.
“Max, did you come in on the train this morning?”
“Sure.”
“Have you ever met the guy who drives the train? I
haven’t. But as I was riding in this morning, with the cars
and the people and the buildings whizzing by, I thought
how curious it is that every day thousands of people get
up and place their lives in the hands of complete strang-
ers. We do it all the time. We trust others to get us to work
safely, to take care of our kids, to make meals for us . . .
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