people from those resisting change to those
Don't try to impress people with your ideas, rather
establish rapport and
trust by eliciting ideas from them and thus expressing how much
you care about them and value their point of view.
All too often, while you are
talking, your prospect is not
listening but thinking about what
he/she is going to say. When you ask questions, you make your
in the direction you propose.
The right answer will not be imposed by
you, it will be found and owned by your prospect, who, thus, will be
more motivated to follow it up
Powerful clarifying questions can
big problems and
resolve conflicts. Such questions can also prevent big problems if