There’s a great old Gary Larson cartoon about what we say and what dogs hear.
I wonder if we could re-title this cartoon “our needs,” as in: every time we regale someone with “what we need” we remember that all they’re hearing is “blah blah blah blah.” But whenever we say their name, whenever we paint them into the picture, whenever we make them part of the story, they hear us loud and clear.
If you agree with the notion, rather than thinking tactically how to make this shift by “changing your pitch,” you might instead ask yourself what’s keeping you from actually seeing the person across the table as an integral part of the story….because she is.
If you don’t feel that way, she certainly won’t feel that way, and you’ll be stuck in exactly the wrong place: “blah blah blah blah blah.”
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