In an interview with Kristi Hedges, Andrea Howe suggests one way to get beyond the fear of saying the wrong thing and, instead, build trust:
Getting curious is a great antidote for high self-orientation, as it requires you to get away from yourself and into the other person’s world. If you can find ways to acknowledge what’s going on over there, and ask questions to find out more, this shifts your attention.
For example, if a client comes at you angry or dissatisfied, a typical reaction is fear or anxiety. Instead you could acknowledge that you’re disappointed in the result as well, and ask to hear more about the customer’s experience. Say, “Help me understand.” And be genuine. Set an intention in the moment to get the whole world of the other person.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
