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Questions vs answers


A team and I recently had an interesting stakeholder engagement.

The invite came to share and engage in strategy with them.

As we arrived it was clear they were locked and loaded with a stance.

Rather than try n tell them their view point, it was rather about understanding their view point.

For about 90% of the meeting, all I did was actively listen and then...?

When the ‘right’ moment came + being far more informed with their position I posed a single question.

The result?

Continued collaboration (that was the goal).

“In the new world of sales, being able to ask the right questions is more valuable than producing the right answers.” - Daniel H. Pink


What’s a situation you got coming up where you could ask questions rather than give the answers to?

With ARETE,

Sean

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Copyright - Becoming a Student of Potential (2018)