Wednesday, August 12, 2009

Questions Are Better Than Propositions

To successfully influence another person you often need to advance some ideas for a person's consideration. Research shows that the best way to do this is to phrase your ideas as questions to the other person, not as propositions. When you propose an idea, the likelihood of agreement is only 25% and the risk of getting an objection is 39%. When you use questions instead the likelihood of agreement jumps to 42% and objections are cut in half.

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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