A powerful technique for empathy in communication from Derrick Jones, and the edge you need in order to really connect with the person across the table!
Imagine walking into a customer meeting and instead of you giving a presentation, the customer has one waiting for you, slide show and all. During the presentation, the customer explains in detail what you must say in order to earn his or her business. The slideshow includes detailed charts, tables and bulleted lists of their core motivations and fears. Your only job is to simply repeat what they said, and the business is yours!
Via Edwin Rutsch