4
ENGAGE!
When your prospect or client does most of the talking in a meeting, that’s usually a good thing. You are likely to hear what she likes, prefers, needs, and dislikes. It makes sense that asking questions is a great motivator to get a person talking, but it certainly isn’t the only one. In this chapter, we explore eight conversation motivators, how and when to use them, and how your movements and vocal characteristics support the flow of the conversation.
The eight motivators are:
1. Direct questioning.
2. Offering incentives.
3. Enhancing emotional appeal.
4. Boosting ego.
5. Deflating ego.
6. Easing fears.
7. Creating certainty or uncertainty.
8. Silence.
Direct Questioning
When people feel as though there is some vital or interesting ...
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