Opening
Laura Schaffer (00:00:00): ... Like the dead of the night. And by that, I mean 7:00 PM or something on. I'm pretty sure it was a Friday. We just asked for forgiveness and put these questions into the silent flow and ran as Navy test with a small group. And I'm fully expecting, "Okay, this is going to hurt our numbers, but maybe it won't be so bad and I'm going to be prepared to advocate the power of this data that we're getting....
The opener starts with biography before advice. That order makes the guest legible as a person before the listener extracts tactics.
Low-ego framing
. And by that, I mean 7:00 PM or something on. I'm pretty sure it was a Friday. We just asked for forgiveness and put these questions into the silent flow and ran as Navy test with a small group. And...
Uses we/us, uncertainty, or learner framing instead of performing authority.
Accept praise cleanly
Laura Schaffer (00:04:57): Thank you. Appreciate that. Yeah, this is my day two and a half here. So very [inaudible 00:05:04]. Lenny (00:05:06): Wow,...
Accepts praise without shrinking from it or turning it into a performance.
Return warmth
Laura Schaffer (00:48:50): I appreciate that. It's funny, it's like all my general life to do is just start writing some of this down. I have three children,...
Matches the guest's warmth and keeps the social temperature generous.
Name strength directly
in contrast to folks that are closer to the problem. And so that means that your superpower is in really pulling those insights in and bringing them to life, staying close to the customer. There's not a single...
Says the strength directly to the guest, not only about them.
Accept praise cleanly
Laura Schaffer (01:20:43): Yeah, thanks so much for having me. This was awesome and so much...
Accepts praise without shrinking from it or turning it into a performance.