Vadim Kotelnikov    

Asking Questions vs. Telling

Main Benefits


Business e-Coach     


  • Engaging people: turning them from those resisting change to those creating change

  • Establishing rapport: 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  >>>

  • Better listening, deeper understanding: 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 prospect think  Download PowerPoint presentation, pdf e-book in the direction you propose.

  • Higher motivation, better follow-up: 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

Influencing People: Yin-Yang Strategies