People need to be aroused by surprising statements about their behavior and by questions that make them stop and think about what they are saying. If you break through their mental frames, they will stare at you for a moment as their brains look for ways to make sense of what they are considering. Then a burst of adrenaline could cause an emotional reaction, anything from nervous laughter to anger before an insight emerges. If you act on this moment by helping to solidify the new awareness, their minds will change. If you do not facilitate this process, a strong ego may work backward to justify the previous behavior.
Marcia’s book is not only awesome but it is also different than many other similar books. Why? That’s because Marcia is very generous sharing her wisdom. More importantly, the book reveals that she cares about how you would go about making the changes explained. She clearly looks at what’s going to happen next as a result when you make a certain change!
I interviewed Marcia last month, and you can see the same characteristics in her answers too. See: The Discomfort Zone: Conversation with Marcia Reynolds