More from the precision model….affectionately referred to as the “fluff buster” tool. Again when using this tool coming from a loving place with a loving tone is key. Also it is best to use “I” statements like “I appreciate your comments and..” or “I respect your comments and…” Never say “I understand” because until you’ve asked questions you have too little clarity.<\/p>\n
The idea is to communicate more effectively because often the same words mean different things to different people and at different times…like the word “love”. <\/p>\n
Part 2: Frequently people will use phrases like; Should, shouldn’t must, can’t<\/p>\n
The correct response is; What would happen if you did? Here you’re trying to determine a person’s decision process<\/strong>. <\/p>\n For Example: sometimes a prospect will say “I can’t afford IT” to which you might reply; “I appreciate your comment and I’m curious what would happen if you could?<\/p>\n Part 3: phrases like “It’s real bad” or “they say” the correct response is: Who or what specifically?<\/p>\n For example: sometimes we hear from a prospect: “they say” those “things” don’t work.” There are two levels of fluff here…The correct response would go something like – “I appreciate your comment and I’m curious WHO specifically said that to you.?” Many times it will be something like; “Well my uncle Fred knows somebody who tried X and IT didn’t work for him.” Once you get them off the gross generalization of the “they say” then you have something specific you can work with, a direction to go. Is Uncle Fred an “authority” on X? What do you mean by “tried”? Asking questions to determine accuracy and validity of the “they say” comments.<\/p>\n Now what you’re left with are the two nominalizations of “things” and “IT” and we’ll cover how to handle those tomorrow.<\/p>\n Live with Intention, More from the precision model….affectionately referred to as the “fluff buster” tool. Again when using this tool coming from a loving place with a loving tone is key. Also it is best to use “I” statements like “I appreciate your … Continue reading
\nDr Bill<\/p>\n","protected":false},"excerpt":{"rendered":"