https://youtu.be/JJQrjOYBcwI?si=OoNQ7Qar_8MjkmBv
Statements rather than questions - statements that urge others to respond based on deep human needs.
4:45 Elicitation leverages people's innate need to correct, to appear competent, to be helpful, and to feel appreciated, heard , and involved.
3:44 Start your statement with "So" and then a recap: "So you've been working on this for 3 years." Or with "I bet," as in "I bet you overcame a lot of challenges to get to this point."
- Make a deliberate false statement to elicit a correction: I heard you guys make $60K
- Bracket a figure to elixir a more accurate answer: I bet homes in this area are between 1 and 3 million.
- Disbelief: There's no way your company could be bought out by a Chinese conglomerate.
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