Steve Yastrow

Two metaphors come to mind when reading about relationship conversations and the one-paragraph rule: a couple dancing and a campfire.

Imagine Fred Astaire and Ginger Rogers. Fred is the prospect/customer, Ginger the consultant, and the dance is their conversation. Ginger is focused on following Fred’s lead where he wants to take the dance (conversation). When she does that really well there is a feedback loop that inspires him. When the customer/prospect realizes you are totally focused on understanding him and what he’s saying, it’s psychological oxygen for the relationship (ref: Stephen Covey’s habit: “Seek first to understand, then to be understood.”).

The second is tending a campfire. Strike a match to the kindling to initiate a relationship conversation. As the kindling begins to burn, you remove the match and watch closely with keen anticipation. As the kindling is consumed and the wood (relationship) starts to catch fire, lean forward and blow gently (one-paragraph) to build the flame.

Ginger produces a hot, fragrant kitchen spice.[5] Young ginger rhizomes are juicy and fleshy with a very mild taste. They are often pickled in vinegar or sherry as a snack or just cooked as an ingredient in many dishes. They can also be steeped in boiling water to make ginger tea, to which honey is often added; sliced orange or lemon fruit may also be added. Ginger can also be made into candy, or ginger wine which has been made commercially since 1740.;

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