Page 239 - ConvinceThemFlip

find the right approach
Remember that when you’re feeling anxious, the ten-
sion can come through in your voice and make the other
person feel the same way. If you care about the person on
the other end of the phone, adjust your attitude before
you make the call.
Let’s listen in to a phone call between Dennis and
Bill, from different departments in the same corporation.
They barely know each other, but this phone call could
change all that.
“Listen, Bill, this is Dennis Evans from advanced
applications.” Dennis’s voice sounds tight and his words
come racing out of the receiver.
“Right. Got it.” Bill speaks deliberately, hoping Dennis
will pick up on the cue.
“I don’t know why I’m doing this—everyone else is on
vacation and that’s where I should be, too. Anyway, we
came up with this idea for monetizing our site by selling
ring tones, and we’ve found the guy who can do it for us,
and all we need is for you guys in the legal department to
get the agreement with him done. I have to give Christine
in sales some assurances that this thing is going to happen
so she can present it to the president, so we need it tomor-
row.” Dennis hasn’t breathed yet, much less slowed down.
If anything, he sounds like he’s winding up a little tighter.
“Are you kidding? You’re just telling me about this
now? Do you have any idea how much we’ve got to get
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