Once people have an idea of how things need to be, they set out to persuade others that this is the way things have to be.

The result frequently is a movement from one obstacle to another. From one “yes, but” to another. It’s a discovery tour of new information explaining everything that prevents others from being persuaded or from being able to reach that anticipated state.

Taking time to listen is there to figure out how the path to persuasion could run.

People rarely believe what we believe, never have the same experience we have and may not know what we know. Would it be differently, they probably would have arrived at the same place we arrived. As they start from a different experience than we did, then they may need to take a different path than we did and they may need a different solution than we did.