“If the person you're talking with realizes they have a problem and feels a need to solve it if it’s uncomfortable enough; they will be wide open to listening to you and your possible solution. They will be open to you because you will have acknowledged them and helped them clarify their issues. You will have won their trust because they're feeling good about you. It’s when you have asked enough questions, responded appropriately to their answers, discovered there is a need to make a change and hear, see or feel the signals that the other person is open to changing, that you propose that you might know of something that will help them.”