19. How do I find customers?
CC license: David Yates
20. Now, go off and set records!
Your coach:
jana@naralogics.com
@jeggers
Editor's Notes
Tapping test: Listeners right 2.5% of the time
Information retention: 75% lost in 48 hours
Jana’s experience: 1-10% is about right
William Duncan Vandiver, house, early 20th century.
I am from a state that raises cornand cotton and cockleburs and Democrats,and frothy eloquence neither convinces nor satisifies me. I am from Missouri.
You have got to show me.
Study your customer, and go in w/ a curious mind
Electron microscopy – Lithuanian, South African, British
As you can see, “you can do this”
Questions need to be concrete not abstract – how do you do xyz?
Nervousness is a bad energy
Remind them no right or wrong answer… just what they do
Factual and conceptual
Speak at 125 words per minute
Understand speech at 400 words per minute
>2/3rds of our mental capacity goes off to play
Hunger, phone, other notes, spot on your shirt
The top three reported listening barriers for business practitioners were identified as 1)Environmental distractions such as phones ringing and other people talking, 2) Personal and internal distractions, such as hunger, headache, or preoccupation with something else, and 3)Rebuttal tendency – developing a counter argument while the speaker is still speaking (Watson & Smeltzer, 1984).