Page 231 - ConvinceThemFlip

find the right approach
But it’s worth it, right? Trusting others opens up our lives
to endless possibilities—trying new flavors in exotic res-
taurants, flying through the sky to a sun-drenched island,
or riding a roller coaster with your family—you name it.
There are always so many possibilities in everything, even
here at work. And listen, what I came in to talk to you about
is this possibility. If we hire some bright kids as interns to
help with the grunt work, it will free up the assistants to
do more substantive stuff, which will allow the rest of us
to spend more time generating new business. Just imagine,
six months from now when . . . ”
You are reading only the words here, devoid of body
language, facial expression, voice tone, volume, and
inflection—devoid of emotional state. Nevertheless, you
can imagine that once Joanna got herself in the mood, it
was easy to deliver this speech in a genuine, heartfelt way
and have its emotional effects rub off on her boss. She
moved convincingly from state to state and offered a
cause-and-effect benefit, just before linking the whole
thing to the future with “Just imagine, six months from now
when . . . ”—a sure way to engage her boss’s imagination
and get him involved. And all this took only ninety sec-
onds or less. This is the secret of great communicators.
Find an opportunity to listen to a speech that moved
a nation, by a great communicator such as Martin Luther
King Jr., Winston Churchill, Eleanor Roosevelt, Franklin
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