For this reason, the first step in the process of developing great rapport and having great conversations is letting the other person know that there is an end in sight, and it is really close.

The only goal I have either for myself or the individuals I teach is that in every interaction the other person should walk away feeling much better for having met you.

the key is to make it “all about them.”

True validation coupled with ego suspension means that you have no story to offer, that you are there simply to hear theirs.

The best gifts are the unexpected ones.

threading the conversation.

Putting it all together: Let’s go through the ten techniques to refresh our memories. This is also a good page to mark so that you can refer to it quickly before any encounter to sharpen your focus. 1. Establishing artificial time constraints: Allow the person being targeted to feel that there is an end in sight. 2. Accommodating nonverbals: Ensure

10. Managing expectations: Avoid both disappointment as well as the look of a bad salesman by ensuring that your methods are focused on benefitting the targeted individual and not you. Ultimately you will win, but your mindset needs to focus on them.

I have found one of the most effective methods for getting individuals to do what I want them to do is to have them come up with my idea then I validate their idea.