Page 71 - [Donald_J._Trump,_Meredith_McIver]_Trump_101_The_(BookFi)

9

P E R S O N A L I Z E Y O U R P I T C H

K no w who you’re a dd re ssing

now who you’re talking to and where he or she is coming
K from. Whether you’re involved in negotiations, war, public
speaking, or merely socializing, learn about the person across
from you and find out what he or she wants so that you can build
a better relationship.
Frequently, people are so involved in trying to get what they
want that they don’t think of anyone other than themselves.
They’re so overcome with the brilliance of their idea that they
ignore other people’s needs and objectives and don’t successfully
connect.
At every level, relationships are built on listening, connec-
tions, common interests, and experiences. It is essential to be able
to read your audience, whether that audience consists of a couple
of people in your office or 40,000 in an amphitheater listening to
you speak. The challenge is to find common ground.

50