third time I saw The Wizard of Oz, the photoraphy dazzled me. Have you
ever seen a movie twice, three times? You notice subtleties and hear sounds
you completely missed the first time around.
Its the same on the phone. Hearing it is much better the seond time
around. Because your business conversations are more consequential than
movies, you should listen to them two, maybe three times. Often we have
no clear idea of what really happened in our phone conversation until we
hear it again. Youll find shaings more significant than the color of Totos
collarand more scarecrows than you imagined who havent got a brain!
How do you listen to your important business conversations again?
Simply legally and ethically tape-record them. I call the technique of
recording and analyzing your business conversations for subtleties Instant
Replay.
Having a tape recorder on her phone could have made a drmatic
difference in the career of my friend Laura. Laura, a nutrtionist, had
developed an excellent health drink. It deserved to be marketed nationally.
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I was in Lauras office one day discussing her plans and I said, Laura,
Ive got just the contact for you. Several months earlier, I had met Fred, a
man who owned a chain of supermarkets. Fred owed me a favor because, at
his request, Id given a pro bono talk for a social club he belonged to. Fred
was a big banana in the supermarket world, and with one yes he could put
my friends health drink in his stores. That would launch Laura nationally.
I placed the call and, lo and behold, he was in. And, an even bigger lo
and behold, Fred sounded interested in Lauras beverage.
Put her on, Fred said.
I proudly handed Laura the phone and their conversation started out
fine. Oh sure, Ill send you a sample, Laura said. Whats the address? Then I
heard Laura say, Uh, wait a minute, let me get something to write with. (I
rapidly rolled a pen and pushed a pad in front of her nose.) Uh, whats that
again? Did you say 4201 or 4102? [I moan inaudibly.] And how do you
spell the name of the street? [My moan becomes audible.] Whoops, this pen
just ran out of ink. Leil, do you see another pen on my desk? [I did, and this
time I felt like throwing it at her.] Sorry, whats that again?
Yikes, now I wanted to grab the phone out of Lauras hands. She
shouldnt be bothering a busy big banana for details like repeating addresses.
She could have called his secretary back later for clarification. But even that
ooja
(Ooja)
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