The Magic Phrase

“The most important thing in communication is to hear what isn’t being said”
–Peter Drucker

Want the magic phrase to draw out what is not being said?
“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, and then overcome it.

It works.

—Rina Valan

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