#672: The Hidden Info That’s Costing You Cash [GREATEST HITS]

Welcome to Best Hits Week — 5 days, 5 episodes from our vault, spelling out F-I-I-R-E.

At this time’s letter I stands for Rising Your Earnings. This episode initially aired in August 2024, however the methods are extra important than ever. 

Jeff Wetzler, Ed.D., reveals why the individuals round us withhold essential data — and the way asking higher questions can remodel your negotiations and web price.

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You’ve mastered the artwork of asking for what you need — or have you ever?

Jeff Wetzler, Ed.D., a former schooling govt, joins us to disclose why most of us fail to extract essential data from the individuals round us. 

Give it some thought: when was the final time somebody informed you what they actually considered your work? Or shared that game-changing thought they’d been sitting on? 

Wetzler found 4 classes of knowledge individuals routinely withhold — and the associated fee runs deeper than you may anticipate.

We discover why individuals keep silent about their struggles, unpopular opinions, observations about us, and progressive concepts. 

The explanations vary from worry to easy exhaustion, however one stands out: they don’t suppose we wish to know.

Right here’s a startling instance from Harvard Enterprise Faculty analysis: investigators planted smudges on their faces and surveyed individuals. Lower than three % informed them in regards to the mark that they might wipe off in a single second. However when requested later, 100% had seen it. 

If individuals received’t share one thing that easy, what else are they conserving from us?

Wetzler shares his Ask Method — 5 steps that unlock hidden data in any negotiation or relationship. We stroll by actual eventualities, from wage negotiations to purchasing vehicles, displaying how curiosity beats technique each time.

One mechanic story drives this residence. Going through a $2,000 air con restore, Wetzler requested one query: “Do you could have every other artistic concepts?” The mechanic paused, then provided a $75 answer that labored completely. That five-second query saved $1,925.

We focus on sensible listening methods, together with the “doorknob second” — why therapists know an important data comes at minute 49 of a 50-minute session. Wetzler explains why our minds course of 900 phrases per minute whereas our mouths handle solely 125, creating a large data hole.

The dialog consists of AI’s stunning position in sharpening these expertise, serving to us body conversations into content material, emotion, and motion. 

Wetzler demonstrates how know-how can improve moderately than change our uniquely human potential to attach and study from one another.

Assets:

Afford Something podcast episode #531

Timestamps:

Observe: Timestamps will differ on particular person listening units based mostly on dynamic promoting run instances. The supplied timestamps are approximate and could also be a number of minutes off as a result of altering advert lengths.

(0:00) What’s at stake in asking higher questions
(1:20) 4 classes of knowledge individuals withhold
(5:20) The smudge experiment reveals our silence
(8:00) Why individuals don’t inform us what they suppose
(11:40) The Ask Method begins with curiosity
(13:35) Making it protected for truth-telling
(17:40) CEOs share the best way to get sincere suggestions
(21:00) Posing high quality questions vs crummy questions
(25:45) Listening throughout three channels
(29:15) The doorknob second phenomenon
(32:20) The way to hear higher in negotiations
(37:00) Replicate and reconnect methods
(39:40) Making use of the Ask Method to automotive shopping for
(46:20) Working by an entire negotiation
(53:00) Utilizing AI to sharpen your asking expertise
(57:00) Why this strategy is learnable

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