marketing + sales: Ask, Don't Tell
Nine ways power questions help us build better business relationships
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2. They make the conversation about the other person—not about them. The need to be heard is one of the most powerful motivating forces in human nature. That’s why one important power question is, “What do you think?” Another is, “Can you tell me more?”
There’s an anecdote I love about a woman who has dinner in the same month with two great rival British statesmen of the 19th century, Gladstone and Disraeli. When asked to compare the two men she says, “After my dinner with Mr. Gladstone, I thought he was the cleverest man in the world.” And then she adds, “After my dinner with Mr. Disraeli, I felt as though I were the cleverest woman in all of England!”
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