In an interesting way, the tools of excellence in speaking aren’t really about speaking, but about the confidence to create the fullness and the emptiness which surrounds the words. If you’ve thought through your arguments, the evidence, and planned for all the differing potential outcomes, you’re prepared for whatever comes - you’re Full! And Confident enough to allow the right amount of Emptiness to manifest so the other can think, ask and respond. The best practitioners seem to always have planned for more than what actually happens. Not unlike dancing together, a sales conversation has an abundance of stops, starts and hesitations, which allow the respondents to slowly gain familiarity and trust in one another as they move toward an outcome. Doing it well requires a lot of gentle stops and starts to seek and receive permission before plunging ahead to the next big idea. Too much, is too much! So, the willingness to lay out an “Agenda of Choices,” then step back is a fundamental part of being a Counselor/Seller.
You haven’t created “something.” You’ve created nothing - but a very special kind of nothing - a safe interval, wherein the other has a chance to ponder and decide.Ĭreating Fullness: The Excellent (but reserved) SpeakerĬreating fullness is delicate work.
But more than that, when you pose the question and “create the emptiness,” there’s room for the other to recognize that you’re not in a hurry, not bringing pressure, but making a respectful place for him to contemplate… and that’s where Trust begins to take shape. When you pose a thought, then remain silent, that’s where the other has time to think. Trust is not created out of something, but out of nothing.
It’s “nothing,” but still, it’s something!
#Quadrophonic blaupunkt professional#
But its presence or absence is enough to influence a professional analyst or a guy on the street. Or not… Was there something missing? Not exactly…īut there was “nothing” missing.
#Quadrophonic blaupunkt full#
“You must empty a box before you can fill it.”įrom our perspective, excellent communication is about sending Empty and Full into your conversations as equal partners.įor example: you looked over that investment with great care, visited the firm, interviewed the management, sampled the product, evaluated the market, and it’s all good! So, you invest, right?