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When the other person is driving the conversation, add value by directly answering their questions. When you drive it, the question is, “What do you want me to do and why should I do it?
Value is defined by the listener, so you must think, prepare, and communicate from the other person’s perspective. What is in it for them?
Build the pyramid from the top down. Start with the Bottom Line Up Front (see Key #1), and then add your reasoning and additional detail as necessary.
Use the So What filter to separate out the irrelevant and merely interesting.
Make your logical structure as transparent as possible. Use mental templates for standard work.
Candor is your responsibility to speak up and add value when necessary; directness is the style which you use when you do speak up.
Speak plainly and authentically, avoiding smoke, FOG, and friction. Use stories, analogies, visuals and examples to clarify and add impact.
Supply information at a comfortable pace for the other person. Let them drive the dialogue and tell you what they need to decide or act.
Use the second conversation in your head to listen for the previous 8 keys of lean communication and drive the dialogue accordingly.