WHAT DO YOU MEAN BY THAT?
Short questions (generally seven words or less) prevent you from turning questions into statements and make it much clearer that you're asking a question and will listen to the response.
It's easy to assume you've understood what your client meant, but a short follow-up question offers him a chance to clarify and elaborate.
It's a false assumption he truly knew what he meant.
We think people are telling us what they mean the first time around, but I'm amazed at how people restate or even contradict themselves when I ask, "What do you mean by that?" or "When you said ____, what did you mean?"
Take the point of view that the first version of a story or explanation is just a draft. When you follow up, you'll be amazed at how it will change and so will he.
>>>WATCH Video<<<
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READ: Conversations (Available now on Amazon http://a.co/d/7Ruhapu)
CONTACT: ivan@conversations.biz
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[Conversations About Conversations - Episode 73]
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