Transcription
[Music] The biggest mistake people make is they talk a lot. If I'm doing all the talking and you're doing all the listening, you're learning everything about me. You're learning about what I care about, my values, my belief systems; you're getting a good read on me, and I'm learning nothing about you.
There's a myth that people think if I do most of the talking, I have control. It's garbage. You have the power because you've got me now. If you give people enough space, they will reveal themselves to you. But we're so busy talking. We're so busy making noise because we think everybody needs to hear me. Everybody needs to know me, me. You know what? Nobody cares.
What you want to understand is that person's motivational mindset. What are you motivated by? So that is your value and belief system. Everybody's motivated by something different. But I have to hear you and pay attention to you to understand what that is. [Music]