To break the patterned listening and responding, you will like this answer.
You control this. 100%.
1. State his name first. "Brian". Then say nothing else until he responds.
2. Use silence right here. Ssssssss-silence. You count in your head to five AFTER he says "what" when you say his name.
3. "I have x things to say."
Ssssssssssssssssssilence
He will jump in with OK WHAT!
4. You need to know right here that YOU PACE YOUR OWN SPEECH SLOWLY, because the pace of YOUR SPEECH paces the ENTIRE CONVERSATION. Every conversation you have, every time, you can control exactly how fast or slow it goes by pacing the speed you speak at.
So if you want him to hear you, SLOW THE RATE OF YOUR SPEECH.
Also, do not speak loudly. This forces attention to your voice. You want that.
5. Number the things. Say "one, WE need to x, TWO then y, and THREE comes z." Notice I said "we". That slight change makes a difference. Subtle but important. But numbering matters - it orders and specifies. People who have a habitual conversation pattern have already filled in the blanks, but you’re placing an external scaffolding on your side of the conversation that has not existed before. It’s different, and their auditory and syntactic systems will parse responses and process it differently as a result. The prerecorded responses will be rejected by what we in the biz call "central control", a kind of system that says "if I respond with this, does it make sense". In habit responses, their pat utterances do not work because your input is now breaking rules. (I’ll explain in a minute)
6. The last thing after you say your information, you end with an open-ended question. It must NEVER be a question that can be yes/no, it has to ask for them to respond verbally with their input back. Here are some ideas on this:
What are your thoughts
Tell me the things you can do on this
What holes do you see in this plan
I know you have ideas, tell me yours
How do you feel about this plan
What can you add to this
I’m sure you have some great ideas, let’s hear them because I need input here
You always have good suggestions, please add them
Tell me how we can get this done today (or by deadline)
What parts can you get done by Friday
Talk to me about what I said, and where I am right or wrong, so we get on track
It just needs to require the feedback, and not a response that shuffles you off. Because this is the habit they have formed. They hear you speak but have not heard any actual words you have said. When you change these things, it makes a difference.
Let’s say it’s your medication thing you just went through.
You: Brian. (You wait)
Him: WHAT!?
You: (after 5 count, slow and soft voice delivery) I tried to speak with the insurance company first, but they never got back with me. Second, I tried online with the pharmacy discounters. Third, I contacted ABC Medical but they cannot help. I need help from you.
Ssssssssssilence
Ultimately he will ask what you need.
You: (count to 5). Two things WE need to do: first, get in touch with pharmacy discount direct, second, get the insurance guy on the phone. What part can you do today, because I have a doctor appointment tomorrow and we need it done by then? I need help.
And you wait.
……
What you are changing in the "ordinary" dynamic here are several aspects of the interactions you ordinarily have. First, you are forcing attention at the very start of the conversation by just saying his name and waiting. When you do that, something changes in the way we pay attention, especially if the conversational partner is very familiar. That pause is very significant and is read by your brain as "the incoming message is different, it has higher importance than ordinary, because she used your name and didn’t just launch into the sentence, so something is different - heads up".
The pause before you start. That 5 count is another signal of importance. The listener reads it as you "composing your thoughts, trying to get an important message correct" before you deliver it. So your 5 count makes an impact. Pauses and silence in between, as discussed before, also allow for concessions - which, when you’re asking him to do you a favor could very well result in his agreeing to do a lot more than you expected.
The softer voice is a very subtle way to convey seriousness. When we talk too loudly we can appear to others as though we haven’t given consideration to what we’re saying. The softer voice just takes that away.
The pace of speech - very important. This serves many purposes, but it gives you control of how much time you get the floor, how much attention he will give you, and also how he will view the amount of thought and the veracity of what you say, among many other things. When people speak too quickly, a listener may think they are not thinking clearly. They may think the speaker wants the conversation to be over quickly, and so they will respond with a very short answer and brush them off without thinking much at all about the response they give. They may also ascribe a sense that the speaker isn’t telling the truth. So by controlling your own speech rate, you have a much higher likelihood of controlling his speech rate, length of engagement, and also how long his responses are as well.
Numbering. You tell the listener "you’re about to hear a list, so listen to the end". So they do.
Open-ended question to finish - this forces reengagement to be sure you got the message across and that they agree (or at least you know what they don’t agree to!).
Very useful. Especially if you’re a supervisor with a difficult employee.