Matt Abrahams

And that's how I start. Because you're right. People like to talk. People like to share information about themselves. Having those questions at the ready can really help you.

Absolutely. So first and foremost, we need to listen better. We're just not good listening. We listen for the top line and then we begin judging, evaluating, rehearsing. You need to focus your listening. You need to listen for the bottom line. What I teach my students and what I try to do myself, and when I host my podcast, when I just talk to people on the street, I try to listen to paraphrase.

Absolutely. So first and foremost, we need to listen better. We're just not good listening. We listen for the top line and then we begin judging, evaluating, rehearsing. You need to focus your listening. You need to listen for the bottom line. What I teach my students and what I try to do myself, and when I host my podcast, when I just talk to people on the street, I try to listen to paraphrase.

Absolutely. So first and foremost, we need to listen better. We're just not good listening. We listen for the top line and then we begin judging, evaluating, rehearsing. You need to focus your listening. You need to listen for the bottom line. What I teach my students and what I try to do myself, and when I host my podcast, when I just talk to people on the street, I try to listen to paraphrase.

Absolutely. So first and foremost, we need to listen better. We're just not good listening. We listen for the top line and then we begin judging, evaluating, rehearsing. You need to focus your listening. You need to listen for the bottom line. What I teach my students and what I try to do myself, and when I host my podcast, when I just talk to people on the street, I try to listen to paraphrase.

Absolutely. So first and foremost, we need to listen better. We're just not good listening. We listen for the top line and then we begin judging, evaluating, rehearsing. You need to focus your listening. You need to listen for the bottom line. What I teach my students and what I try to do myself, and when I host my podcast, when I just talk to people on the street, I try to listen to paraphrase.

And that makes it really hard for the audience, the person or people we're talking to, to digest it. A structure is a logical connection of ideas, a beginning, a middle, and an end. Let me give you an example. If you've ever watched an advertisement, you have likely seen the structure problem, solution, benefit. Advertisements start with some issue challenge that exists.

And that makes it really hard for the audience, the person or people we're talking to, to digest it. A structure is a logical connection of ideas, a beginning, a middle, and an end. Let me give you an example. If you've ever watched an advertisement, you have likely seen the structure problem, solution, benefit. Advertisements start with some issue challenge that exists.

And that makes it really hard for the audience, the person or people we're talking to, to digest it. A structure is a logical connection of ideas, a beginning, a middle, and an end. Let me give you an example. If you've ever watched an advertisement, you have likely seen the structure problem, solution, benefit. Advertisements start with some issue challenge that exists.

And that makes it really hard for the audience, the person or people we're talking to, to digest it. A structure is a logical connection of ideas, a beginning, a middle, and an end. Let me give you an example. If you've ever watched an advertisement, you have likely seen the structure problem, solution, benefit. Advertisements start with some issue challenge that exists.

And that makes it really hard for the audience, the person or people we're talking to, to digest it. A structure is a logical connection of ideas, a beginning, a middle, and an end. Let me give you an example. If you've ever watched an advertisement, you have likely seen the structure problem, solution, benefit. Advertisements start with some issue challenge that exists.

So as somebody is talking, I'm saying, what's the core essence? What's the bottom line? If I had to paraphrase or summarize what they said, what would I say? And when you listen that way, you listen more deeply. So in conversation, I'm listening for the bottom line. And that's where I start my response. So I might even comment on what that bottom line is.

So as somebody is talking, I'm saying, what's the core essence? What's the bottom line? If I had to paraphrase or summarize what they said, what would I say? And when you listen that way, you listen more deeply. So in conversation, I'm listening for the bottom line. And that's where I start my response. So I might even comment on what that bottom line is.

So as somebody is talking, I'm saying, what's the core essence? What's the bottom line? If I had to paraphrase or summarize what they said, what would I say? And when you listen that way, you listen more deeply. So in conversation, I'm listening for the bottom line. And that's where I start my response. So I might even comment on what that bottom line is.

So as somebody is talking, I'm saying, what's the core essence? What's the bottom line? If I had to paraphrase or summarize what they said, what would I say? And when you listen that way, you listen more deeply. So in conversation, I'm listening for the bottom line. And that's where I start my response. So I might even comment on what that bottom line is.

So as somebody is talking, I'm saying, what's the core essence? What's the bottom line? If I had to paraphrase or summarize what they said, what would I say? And when you listen that way, you listen more deeply. So in conversation, I'm listening for the bottom line. And that's where I start my response. So I might even comment on what that bottom line is.

They then say how their product or service fixes that issue or challenge, and then how you benefit. So if you're selling cars, selling medicine, selling alcohol, does not matter. They all follow that structure. It's a logical connection of ideas.

They then say how their product or service fixes that issue or challenge, and then how you benefit. So if you're selling cars, selling medicine, selling alcohol, does not matter. They all follow that structure. It's a logical connection of ideas.

They then say how their product or service fixes that issue or challenge, and then how you benefit. So if you're selling cars, selling medicine, selling alcohol, does not matter. They all follow that structure. It's a logical connection of ideas.

They then say how their product or service fixes that issue or challenge, and then how you benefit. So if you're selling cars, selling medicine, selling alcohol, does not matter. They all follow that structure. It's a logical connection of ideas.