We all want to be understood. We want to make sure our message gets across. And we do that by going over things we already said. The problem is, the more we talk the bigger the chance we will say something stupid.

 When I learned NLP, I learned about Dr. Milton Erickson. Dr. Erickson had a different approach. He spoke in generalities, allowing his patients to fill in the blanks themselves. That’s how our brains work, if we have a missing piece we complete the story ourselves.

 When you talk in generalities the person you talk to thinks that you understand them better. After all you understood exactly what he was thinking about. But you really didn’t, even though he filled in the blanks himself he remembers the conversation in a different way.

Remember the less you say the more your clients will fill in the blanks.

Advertisements