Too Busy for Your Own Good by Connie Merritt

Author:Connie Merritt
Language: eng
Format: epub
Publisher: McGraw-Hill Education
Published: 2009-03-12T16:00:00+00:00

Establishing Comfort Level

The beginning of any conversation can set the tone, dictate the direction, and often predict the outcome. Begin by speaking their language or broadcasting on the communication frequency on which they’re listening. Your goal is to make them comfortable, not establish your foothold.

Driver. Get to the point fast: “My reason for being here is . . .”

Sociable. Start with small talk focusing on their prestige: “I heard that the sale closed because of your stellar efforts.”

Team Player. Make them feel comfortable with more informal talk: “How is your family doing since the move?”

Perfectionist. Get down to business fairly fast, and put them in the role of the expert: “What do you think about the comparison study?”

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