The Magic Phrase

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

So, how do you make them talk?
Here’s the magic phrase: “Tell me about… ”

“Tell me about…what you’re thinking.”
“Tell me about…what you think about our program.”
“Tell me about…what you’re looking for.”
“Tell me about…the friends you’re inviting”
“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 then overcome it.

It works.

Rina Valan