videotape to use as a speakers demo. Luckily I was recording the
conversation because his flurry of Hi-8, VHS,
Super VHS, Beta SP, and three-quarter-inch U-matic had me wanting to
crawl into a rodent hole in the wall. But I listened to the tape of our
conversation afterward. I wrote down all the words I didnt understand and
then asked a video friend what they meant. Now I was able to call the
cameraman back and say, Id like a two-camera shoot on Beta SP. And can
you give me a VHS dub so I can do some off-line editing? Dont you think I
got a much better price than if Id asked, Duh, whats a Beta SP?
Forget What They Said, Hear What They Meant
Instant Replay also makes you sensitive to levels of communiction far
deeper than just your callers words. You tune in to their real enthusiasm or
hesitation about an idea.
When we want something, our minds play funny tricks on us. If we
desperately crave yes from someone, we hear yes. But yes isnt always what
it seems. A clients forceful YES and her hesitant yeee-sss are different as
heaven and hell. Last month I asked a woman whod booked me for a speech
if her office could reproduce my ten-page handout. She gave me the answer
I wanted, which was yes. Later, however, I relistened to our conversation
Technique #70
Instant Replay
Record all your business conversations and listen to them again. The
second or third time, you pick up on significant subtleties you missed the
first time. Its like football fans who often dont know if there was a fumble
until they see it all over again in Instant Replay.
How to Listen Between the Lines on the Phone 263
on tape. Her answer about the handouts had been a very hesitant, Hmm,
well, yes. I immediately called her back and said, By the way, dont worry
about those handouts.
Oh, Im so glad! she purred. Because we really dont have the budget for
things like that. I gained much more in my clients goodwill than the value
of reproducing a few sheets of paper.
Let us now return to your live, in-person show. Were going to talk not
only about how to be a hit at a party, but how to smoothly hit on all the
folks you wantjust like a politician.
ooja
(Ooja)
#1