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Gaining a clear understanding of the value of questions is
probably the single most dominant factor in my overall success
in business and in life. As a sales trainer and the author of ten
books on the subject of selling, including How to Master the Art
of Selling, I have always been a believer in the value of questions.
I teach this premise in all of my seminars: When you are
talking you are only covering what you already know. The only
way to learn what the other person needs (and what you don't
already know) is to ask questions-over, under, and all around
the topic of conversation-and then listen to the answers. People
who ask questions in business and in life are more respected
and, usually, more wealthy. If you doubt this, think of people
like Barbara WaIters, Oprah Winfrey, Art Linkletter, Larry
King, and the other great interviewers of our time. Their careers
revolve around their ability to get people talking and they
accomplish this by asking questions. |
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