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Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
Calibrated Questions: How to Make the Illusion of Control
"We don't try to get information by asking questions. We use questions to shape thoughts," he says. "A third of the people that you run into will be so so with it, and two thirds of them are not going to like it at all." The very analytical person, every time you ask them a question, they think, I have to think through the implications of every possible answer before I get back to you.
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