A few years ago, I learned a phrase that I now use in almost every conversation to measure my influence on the listener.
Whether in a sales pitch or with a close friend, this phrase immediately engenders a response that lets me know exactly what another person thinks. It’s one of the most valuable phrases I know.
Let me explain. To create mutually beneficial results, its very important to gauge the thought processes of the listener, yet few folks tell us what they’re really thinking. And most types of questions or statements may cause false positive or negative replies.
While people will not always reveal their true thoughts no matter what, this phrase limits deception and almost forces someone to tell you what’s on their mind. And in the world of influence, that information is vital.
Now, all this makes sense to me, how about you?
There you have it – that’s the phrase. “Makes sense to me, how about you?”
If your reply was “yes, makes sense to me”, then I’m on the right track. If your answer is no, then I can simply ask other questions to find out what is not understood or agreed. Later in the conversation, I would use the phrase again to see if we were getting on to the same page.
Action – People will always follow that which makes the most sense to them. And to communicate effectively, you must uncover what makes sense.
Simply say – makes sense to me, how about you?
(originally broadcast October 31, 2007)