{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Connect and Communicate: The Fourth Cornerstone of Ninja Selling","description":"In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a &quot;non-anxious presence,&quot; making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions. The conversation explores the Platinum Rule, the importance of asking rather than telling, and the sequence of connection, foundational, diagnostic, and closing questions. Larry also shares one of his favorite coaching tools, the &quot;magic wand&quot; question, and the personal story of how asking that question helped him and his wife discover and ultimately purchase their dream home.  Key Takeaways  Great communication starts by creating connection before trying to communicate information. Asking questions is more powerful than telling because it builds trust, uncovers needs, and creates clarity. Match the other person's communication style, personality, and learning modality to build rapport. Follow the sequence of connection, foundational, diagnostic, and closing questions. The &quot;magic wand&quot; question helps people think freely and uncover what they truly want. Focus on helping clients make great decisions rather than trying to sell them.   Memorable Quotes  \u201cConnect first, then communicate.\u201d \u201cTreat others the way they want to be treated.\u201d \u201cAsking is better than telling.\u201d \u201cIt matters who says it.\u201d \u201cIf you could wave your magic wand\u2026\u201d \u201cThe market is the bad guy. We\u2019re on the seller\u2019s team.\u201d  Links:  Website:&amp;nbsp;https:\/\/ninjaselling.com\/ninja-podcast\/ Email:&amp;nbsp;TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group:&amp;nbsp;http:\/\/www.facebook.com\/groups\/TheNinjaSellingPodcast Facebook:&amp;nbsp;http:\/\/www.facebook.com\/NinjaSelling Instagram:&amp;nbsp;https:\/\/www.instagram.com\/ninjasellingofficial\/ LinkedIn:&amp;nbsp;https:\/\/www.linkedin.com\/company\/ninjaselling Upcoming Public Ninja Installations:&amp;nbsp;https:\/\/NinjaSelling.com\/events\/list\/?tribe_eventcategory%5B0%5D=183&amp;amp;tribe__ecp_custom_2%5B0%5D=Public Ninja Coaching:&amp;nbsp;http:\/\/www.NinjaSelling.com\/course\/ninja-coaching\/  ","author_name":"Ninja Selling Podcast","author_url":"https:\/\/ninjaselling.com\/ninja-podcast\/","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/42342020\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/204850755"}