Dr. Michelle Johnston

Yeah.

Tell me more about that.

So it's just, he called it surgical empathy, where you just go deeper and deeper and deeper.

And man, the world will be your oyster, particularly in sales.

You teach the sales people how to do that, how just to go deeper with empathy, deeper with questioning.

You will know exactly everything.

what you need to do to solve their problem without ever telling them, right?

Because you'll have them in the palm of your hands.

You know, I totally agree.

And I even renamed the chapter.

It was going to be a chapter on listening.

And I feel like that's almost too ambiguous for people.

To be a great listener is really just to be a great questioner.

Ask great questions.

Go deeper with questioning.

So if you think about this whole conversation, trying to deconstruct connection really is just asking people about themselves.

Asking great questions that go deeper than surface will make them know that you care about them.

You see them.

They matter to you.

They're not just cogs in the wheel.