4.03 (V) When it Doesn't Work (How You Exit a Conversation)

Let's say that we are at a networking event and we get to the fourth gear of conversation and this happens. You ask me, "How do you do that, Craig?" and I say, "How do you think about salespeople processing tools now?" And then you say, "Well, you know, I don't. I work in operations, so I really don't care about sales at all." Well, now what? Remember what most people do is stay in the situation even though they know that they're not talking with the prospect. They do this because they get comfortable. As a high performer, here's what I want you to do. I want you to do what comes naturally and say, "Operations? That's interesting. How do you like that?" And you might ask a couple of more questions. This is a completely natural thing to do. And it's how conversations happen. But from now on after a minute or two, I want you to use your reverse gear. Here's exactly what that looks like. We go back and forth about your job and operations. And then I say, "Well, that's good to hear." As I said a few minutes ago, there are a bunch of people I'm here to meet and I'm sure you're the same way. It was great to meet you. Have a great night. That's your reverse gear and I believe that this can be done with grace and ease and only a little discomfort. And now you are free to talk with other people and find your prospects.