When is a question more than just a question? Here’s a good example: Have you ever thought about seeing a therapist? That’s actually advice disguised as a question. The problem is, rather than generating dialogue, these kinds of questions often elicit a defense like: I’ve tried…I’ve thought of that…That won’t work because… Do you ever ask
I recently experienced the powerful impact of a masterful questioner. He asked questions at appropriate times. Each question was insightful and thought provoking. Each prompted deeper discussion. And all led to greater trust. You could see the impact in real time. As he asked questions, people would look up at the ceiling thoughtfully for a
Last week I reviewed a proposal with a potential client. It had several elements, which would take me at least five minutes to explain, and like a proud author wanting the reader to reserve judgment until they’ve read the entire book, I wanted to cover it all before getting a reaction. But a voice whispered
Lunch this week with a potential client – first time we’d met. Conversation starts out a bit awkward and choppy. So we make small talk about the weather and family. How can I get this one-hour conversation to the point where he wants to meet again, I think to myself. I ask a question about
It’s hard to persuade someone to think or do something they are not inclined to do. People often don’t have the need-to, want-to, can-do or will-do attitude to change. Whether or not we’re successful in the attempt usually comes down to a single important decision we make about how we will go about persuading the
Matt Norman is president of Norman & Associates, which offers Dale Carnegie Training in the North Central US. Dale Carnegie Training is a global organization ...READ MORE