From Chris Voss, Black Swan
Preparing too much is a mistake that a lot of people do before they enter into negotiation. But it is not just for negotiation, I find that it also applies to any form of communication including sales pitch. We go online and find potential clients’ linkedin profiles and hoping that we can cover all of the basis. However, the downside is that, there is no better way to get real information then simply asking good questions.
Over prepare sometimes comes from fear of not knowing. Over prepare also gives you a lot of information you may or may not need. You may start making assumptions about your client before actually understanding the situation. Do not assume the situation. Be curious!
Labeling - It seems like, it sounds like, it looks like…
Be curious - I am hearing a lot of _______