The Art of Starting Over

When that meeting or conversation gets off to a rocky startwhether tense words are exchanged or you just dont seem to be connectingits time to push the reset button. Andrew Sobel, author of Power Questions, reveals the phrase that can turn it all around.

Has this ever happened to you? Youre talking to a client, or perhaps your boss, and you realize the conversation has gotten off on absolutely the wrong foot. You may have learned new and unexpected information from the other person that renders everything youve said irrelevant. You may have walked in with an assumption that was just not true. Or, you find youre not connecting, and tension and anger start to creep into the exchange. It really doesnt matter. What does matter is that a potentially productive business conversation has become awkward and stiltedor even worse, superheated and combative.

What do you do next? According to Andrew Sobel you have three options:

1. Continue trying to make your point. The tension and awkwardness will likely escalate, and youll find that you and the other person are farther and farther apart.
2. Bring the conversation to an abrupt end and exit stage left. Both of you will be left with a bad taste in your mouth.
3. Salvage the situation with the judicious use of seven magic words: Do you mind if we start over?

This question is the Saint Bernard rescue dog that brings a warming barrel of brandy into the conversational arctic, says Sobel, author (along with coauthor, Jerold Panas) of Power Questions: Build Relationships, Win New Business, and Influence Others (Wiley, February 2012, ISBN: 978-11181196-3-1, $22.95) and three other books on long-term business relationships. People are forgiving. They want things to go well, and this question disarms them and eases the way to a new beginning.

This question is only one of the many the authors include in their book, Power Questions. They explore dozens of questions that light fires under people, challenge their assumptions, help them see problems in productive new ways, and inspire them to bare their souls (which, of course, strengthens the bonds in the relationship). And they wrap up the book with an exhaustive list of additional questionsbringing the grand total to 337 power questions to help readers succeed at work and in life.

Back to starting over: Sobels coauthor recalls the time he walked into the office of a wealthy benefactor named Allan to ask for a million-dollar donation to his alma maters College of Engineering. Though he knew better, Panas failed to gain rapport and explore Allans true interests before jumping in with the big request. When he was severely rebuked for his presumptuousness, Panas realized he had made a serious error and dug himself into a deep hole. He got up and excused himself, left the room, and 10 seconds later knocked on the door and asked the power question, Do you mind if we start over?

Allan smiled and invited Panas to sit down. Start over they did, and after approaching the revived conversation the right way, Panas discovered that Allan was interested in making a major giftbut to the Universitys theater program, not its engineering program!

Try it yourself. The next time a conversation gets off on the wrong foot or veers off track, reset with this powerful question. Sobel offers the following pointers:

If youre in the wrong, apologize. Take responsibility for the conversations derailment. You might say something like Ive gotten off on the wrong foot and Im really sorry. Do you mind if I begin again? I havent done this justice. Or, The reason Id like to start over is that I put my foot in my mouth. Can I give it a second try?

If youre NOT in the wrong, and the conversation has simply strayed into unproductive territory, ask in a way that doesnt place blame. Try: Can we step back from this? What should we be talking about?

Actually, even if the other party made the initial faux pas, its still okay to say youre sorry the conversation went awry, notes Sobel. Youre not taking blame; youre just acknowledging regret that things took a bad turn and that the other person is upset.

Either way, smile. It goes a long way toward smoothing any ruffled feathers.

More than words alone, a genuine smile that reaches the eyes can evoke a powerful visceral response, says Sobel. It shows that your intentions are pure, and when people realize that, the vast majority are willing to give you another chance.

When you start over, really start over. You dont have to actually leave the room and come back in, like Sobels coauthor did, but draw a sharp dividing line between the bad conversation and the new one. A good way to reset is to ask the other person a question and draw them back into the conversation as an active participant. It could be something as simple as Can I askhow have you been thinking about this? or Lets step back for a secondcan you share your view of the situation?

Of course, starting over isnt just for the workplace. It can work just as well to defuse a budding argument with your spouse or any family member or friend.

Its a bold, gutsy move to restart a conversation from scratch, says Sobel. Yes, it feels awkward. Most of us are not accustomed to swallowing our pride, admitting in real time that we screwed up, and asking if we can make it right. But the next time a conversation goes wrong, try it. Not only will it salvage the moment, it will pave the way for a more authentic and productive relationship in the future.

About the Authors:
Andrew Sobel is the most widely published author in the world on client loyalty and the capabilities required to build trusted business relationships. His first book, the bestselling Clients for Life, defined an entire genre of business literature about client loyalty. His other books include Making Rain and the award-winning All for One: 10 Strategies for Building Trusted Client Partnerships.

Jerry Panas is executive partner of Jerold Panas, Linzy & Partners, one of the worlds most highly regarded firms in the field of fundraising services and financial resource development. His firm has served over 2,500 client-institutions since its founding in 1968. Jerrys clients comprise many of the foremost not-for-profit institutions in the world. They include every major university, museum, and healthcare center in the United States. Internationally, Jerry has advised organizations as diverse as the University of Oxford, The American Hospital in Paris, and Nuestros Pequenos Hermanos in Mexico, the largest orphanage in the world.