marketing + sales: Ask, Don't Tell
Nine ways power questions help us build better business relationships
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9. They can salvage a disastrous conversation. My coauthor, Jerry Panas, recalls the time he asked a man named Allan for a million-dollar donation to his alma mater’s college of engineering. Though he knew better, the author failed to gain rapport and explore Allan’s true motivations before jumping in with the big request. When Allan rebuked him for his presumptuousness, Panas realized he had made a serious error. He apologized, left the room, and 20 seconds later knocked on the door and asked the power question, “Do you mind if we start over?”
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