Invicible Influence: How to Get Prospects to Care | Jonah Berger
How To Sell More
Empower Through Inquiry
Questions play a pivotal role in guiding teams toward desired outcomes. They help to lower resistance by engaging individuals in a manner that invites them to share their opinions, transforming them from passive recipients to active participants. This approach fosters valuable insights, allowing change agents to gain a deeper understanding of the organization’s dynamics, including objections and barriers. Furthermore, by encouraging team members to propose solutions, questions enhance their commitment to the agreed-upon course of action, making it less likely for them to back out on their contributions. Ultimately, leveraging questions not only builds a sense of ownership but also drives collective progress toward a shared vision of success.
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