The Magic Phrase

“The most important thing in communication is to hear what isn’t being said”  –Peter Drucker
It’s hard to do business with someone that isn’t really telling you what they want, or need or have a concern about. 
You just might think they’re uninterested. 
You don’t want to ‘push.’ 
So, want the magic phrase to draw out what they may not be telling you?
“Tell me about.. ”
For instance:
“Tell me about what you’re thinking.”
“Tell me about the friends you’re inviting to the party”
“Tell me about what you think about our program.”
“Tell me about what you’re looking for.”
“Tell me about what is holding you back.”
It’s the perfect way to get to the unspoken issue or objection. You draw it out in a non-threatening manner. And once they start talking about it, you can identify it, address it and continue on to make the sale, book the party, or get them on board!
It works.
—Rina Valan
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