I almost cried
I almost cried on my podcast.
Storytime.
I interviewed Chris Voss, author of Never Split the Difference on my podcast.
I shared that my dad and I were training for a triathlon when he got cancer.
Unfortunately, my dad didn’t make it.
I told Christ I wanted to finish a triathlon in his honor.
If Chris had listened to my words alone, he would have said, “I’m sorry about that.”
But Chris listened to the feeling behind my words.
The emotion.
So Voss paused for a moment, and in a calm soothing voice said, “It sounds like you were close with your dad.”
I immediately got emotional.
With one statement, I felt a strong connection with Chris.
And I just met him.
Voss calls this labeling.
You’re describing the underlying emotion the other person is feeling.
Labeling is a magical technique for making people feel heard and understood.
The takeaway?
Knowing how to make people feel heard and understood is a superpower for getting through to anyone in your personal or business life.
The muscle to develop here is to see the world through your prospect’s eyes rather than yours.
Here's the clip.
Josh Braun
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