Sometimes great conversations just happen. But what I’ve learned after 14 years selling used machines, and almost 250 podcast interviews, is that most conversations, even great ones, could be guided to be even better. Recently, I heard a podcast with journalist Polina Pompliano that reinforced techniques I’ve been using in business and my own journalism for years.

It inspired a new episode from my YouTube show I Learned It on a Podcast, where I break down the best insights I find while listening to way too many podcasts on my commute. Think of it as my attempt to save you time by highlighting the episodes that actually teach you something useful.

(Blog continues below video)

Listen on your favorite podcast app using pod.link.

View the podcast at the bottom of this post or on our YouTube Channel

Facebook: https://www.facebook.com/swarfcast

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Link to Graff-Pinkert’s Acquisitions and Sales promotion!

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“Wait… you saw the Ayatollah speak in Iran?” I had to stop my guest Donato Notaro mid-sentence during a recent Swarfcast interview. He’d casually mentioned seeing Ayatollah Khomeini during a machine installation job in Iran in the ’80s—like it was just another day at the office. The interruption was important because it made sure the conversation directed to the interesting, surprising place that materialized.

Great interviewers are editors in real time. They know when to stop someone and redirect the conversation toward what’s actually valuable.

In business, your customers and suppliers often bury the lead. They’ll mention the real issue—cash flow problems, equipment failures, family dynamics—as an aside before launching into their rehearsed pitch. You have to stop them.

The key is being polite about it. I’ll say, “Sorry, I hope you don’t mind if I interrupt you right here.” Then steer the conversation where it needs to go.

When I started Swarfcast in 2018, I thought pre-interviews would kill spontaneity, but it turns out  they leave room for plenty of spontaneity, just with the conversation focused on the most interesting, significant stuff.

My interviewees have already told me the basic background—where they were born, that they like to play tennis, etc. But I learn the important things by asking them what they can teach our listeners.

Before a business meeting, I look people up on LinkedIn to see what their position is at their company. It’s important to know if they are an owner or executive or a shop manager. I study their website to see what machines they have or what they make, so I can bring up other opportunities for machinery or M&A.

I’ve been using this conversation technique in negotiations for years, after learning it in Chris Voss’s best seller Never Split the Difference. When someone says something interesting, you repeat their last few words back to them.

When people hear you repeat their words, they feel heard. They know they’ve been heard because you’ve recited what they said back to them. When people feel heard they feel in control, and they feel relaxed. This makes them open up to you, which is essential for a great negotiation or interview.

You have the ability to control an interview or a conversation. It’s up to you to say the things to guide it where you want it to go.

Watch the full video to see these techniques in action on my YouTube channel.