Say to the person: “I’ll bet you feel that there is no way you’re going to be able to do what it is that I’m asking you to do, isn’t that true?” If you’re on track the person will nod, and be puzzled and slightly disarmed by your understanding. 2. Follow that with: “And I’ll bet you’re hesitant to tell me straight out that you can’t get it done, isn’t that also true?” The person will probably nod in agreement or even say, “Yes” in response. 3. Finally say, “In fact you may be thinking that the only way to get that done would be to do ______.” (Let the person fill in the blank.) 4. Then work
...more
