One: Focus on them. Ask some good, well-pitched questions that get to the heart of their issues, needs and wants. One that’s always worked well for me with potential clients is: what’s your biggest challenge in the year ahead?
Two: Listen really carefully. What stories, phrases or words seem to keep cropping up? You’re picking up on their sub-conscious here.
Three: Reflect back to them and check your understanding.
Four: Be honest. It helps foster healthy relationships. If they ask you a question be honest.
The posh phrase for this process is “listening to articulate”. It’s a useful technique to have in your communication tool-box. It works by helping people bring to the surface what’s stuck in their sub-conscious. It’s a powerful first step in influencing because it can change what’s in people’s heads.
You know you’re doing it right when people say things like: “how did that happen? I didn’t know that was there.”
Why not give the listening to articulate technique a try. I’d love to hear how you got on. Good luck!
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