ACTION 5: FOCUS ON WHAT THEY ARE COMMUNICATING—WORDS AND INTENT
The last Action for the Initiate step is to focus on what They are communicating—words and intent. This continues key aspects of the Wait step message—eliminate distractions and multitasking in order to be present in this conversation with this person at this time.
Focusing on words and intent expands the ideas of Action 4 (appropriate eye contact and open ears) to also pay attention to the unspoken communication. To hear what they are intending with their responses, listen for the emotions, motives, and energy associated with what they talk about. These are all signals about what is important to Them.
Look for Unspoken Messages
Your eyes are important throughout the conversation ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
