In the movie, Tin Men, Danny DeVito
portrayed a fast-talking aluminum siding salesman. The character was
master of the “one-call-close.” If he couldn’t
walk away from his first sales call with the deal closed, forget it.
“No be-backs,” he would say. Well, this approach may work
in certain kinds of sales, but it is no way to accomplish successful
therapy and realize personal growth.
That’s why, as early as 1976, I began taping
my private therapy sessions for the benefit of my clients. I have often
heard expressions of amazement from those who, upon replaying the
tapes, discovered valuable sound bites of insight they completely
missed during our face-to-face meetings. Audio recordings afford
invaluable opportunities to review key information and give the truth a
chance to “sink in.”