I want to talk today about the most powerful word in the English language. It has only three letters. It is the word Why.

Often when we are in a situation where we need to influence and persuade someone to see our point of view or to carry out some task, the other person will have objections. It is human nature for us to immediately want to argue the point with them using logic and reason. The problem with this method is that nobody likes to be proven wrong. Even when people know they are wrong they hate to admit it. You push against them and they tend to push back.

Instead of hitting them with a direct frontal assault by arguing with them about their objections, there is a better way. This is where we use our most powerful word.

When the other person raises an objection, ask the question “Why?” and let them talk. When they have explained their objection, then ask again “Why?” and let them talk some more. Keep them talking by using the words “Why” or “Why not.” Nine times out of ten they will come to realize the folly of their own position and talk themselves out of it. Many times they come to find out that their reasons just don’t add up.

The key is to use your ears instead of your tongue. There is no argument that you could use that will be half as effective as their own words. Read the rest of this entry »

Good morning! Today I want to talk about an interesting phenomenon that actually happened this morning. It has to do with your mind’s ability to block out what it’s not interested in and only let in what it is trained to let in.

What brought this up was what happened this morning when my alarm went off. I have to admit that I hit the snooze button and jumped back in bed to sleep for 10 more minutes. I actually set my alarm 10 minutes earlier than when I plan to get up. So I lay back in bed and slept a little longer. When my alarm went off again and when I woke up I noticed that my wife was already out of bed. She wasn’t there. She had already gotten up to go wake the boys so they could do their paper route.

I thought it was interesting that I didn’t hear her alarm at all. We both have alarm clocks. They are very similar. They each have a red digital readout and their alarms sound very similar. It’s that annoying beep beep beep sound that today’s alarm clocks typically make. The sounds of the two alarm clocks aren’t that different really. They aren’t exactly the same but very similar. I thought it was interesting that my mind, my brain, is trained to hear my alarm clock and not hers. Her alarm didn’t wake me up but mine did. I thought it was interesting that I hear mine but I don’t hear hers. How can that be?

It makes you wonder about what else in life we don’t see or hear because of what our minds have been trained to see or hear. There is a story I once heard that helps us understand this phenomenon.

WE HEAR WHAT WE LISTEN FOR

Two men were walking along a crowded sidewalk in a downtown business area. Suddenly one exclaimed: ‘Listen to the lovely sound of that cricket.’ But the other could not hear. He asked his companion how he could detect the sound of a cricket amid the din of people and traffic. The first man, who was a zoologist, had trained himself to listen to the voices of nature. But he didn’t explain. He simply took a coin out of his pocket and dropped it to the sidewalk, whereupon a dozen people began to look about them. ‘We hear,’ he said, ‘what we listen for.’ –Kermit L. Long, taken from ‘The Three Boxes of Life,’ by Richard Bolles

We hear what we listen for. What are our minds trained to hear? What are out eyes trained to see? What are we conscious of and what are we unconscious of? What are we paying attention to and what are we not paying attention to? Read the rest of this entry »