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| The Client Letter |
| The Art of Control |
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September 12, 2011 Sedona, Arizona Let’s start off today with a little quiz. Consider it a little “puzzler” to get things flowing: You’ve been invited to a friend’s party and you enter the room and see a group of people talking together. Here’s the question: How do you spot the person that is in control of the conversation? Is it the good looking gal? Maybe… Is it the smart looking guy? Maybe… Is it the big, bulky dude with the earrings and tattoos? Maybe… Is it the short guy who can’t stop yapping about himself? Maybe… (OK… probably not.) What’s your answer? How do you tell who is in control? Or better yet, put yourself into the situation. What would you do to TAKE control? You can’t yell, that’s just annoying. You can’t keep directing the conversation back to yourself or people will get fed up and simply walk away. No, the answer is much simpler, easier and more powerful than that. The way to take control of a conversation is to: Be the Person That is
Asking the Questions Think about the last time you were interrogated by the police (oops… wrong leter)… OK, just think back to the last crime show you watched. Who’s asking the questions? It’s not the crook. It’s the cops. It’s clear that THEY are in control. Questions keep you in control for two very powerful reasons:
If you want to steer the conversation towards topic X, you simply do it by asking a question. If you want to dig deeper into someone’s answer about a particular question, guess what you do? You ask ANOTHER question. Ding, ding, ding! Do you see how simple this is? It’s deceptively simple actually. The understanding of the core concept is easy-peasy. Almost anybody can get it that this works. The mastery, however, takes practice. This is where the skill turns into “Art.” It almost goes without saying that you want to be in control when you’re talking to prospects and clients right? Can you see how this skill might just come in handy? This is your business after all. You are in control of it. On September 24th 2011 at 12:00 PM EST, there’s another opportunity for you to take control of your business. I’d like to share the details of it with you here. See you tomorrow,
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