“How do you keep conversations going?” I asked my daughter, Courtney, who is about to finish nursing school.
“Drop the words ‘CAN and YOU’”, she said.
“What do you mean?” I asked.
“When I meet with patients I ask them, ‘Tell me more’ when they stop talking. I used to ask them ‘Can you tell me more?’ and the conversation ended right there.”
Courtney explained, “When you add the ‘can you’ to the beginning of the question it becomes a CLOSED QUESTION. When you delete those two words you now have an OPEN QUESTION.”
“Can you tell me more?” “NO.”
“Tell me more?” “Okay… when I ….”
You get the point. Delete the CAN and the YOU and you’ll generate more conversation and more information about your client or prospect or patient.