From the course: Practical Influencing Techniques

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Questioning

Questioning

From the course: Practical Influencing Techniques

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Questioning

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- Now I mentioned earlier that red and yellow people tend to be on transmit. Blue and green are much better at listening, but red and yellow usually have opinions, they're usually doing the talking. So how do we get them to listen to us? How do we get them to change their direction a little bit? The answer is we have to do it by questioning. If you can ask them questions, it gets them to engage. And remember also that what they say is true. So, I mentioned earlier if you ask somebody, "Why might you give up smoking?" They'll say, "Well, my main reason if I did give up, "would be because of money." And then now you know what their reason is, but also the fact that they've said it, it's true. So if you say to them, "If you give up smoking, you'll save money," they're thinking, "Yeah, but not very much." But if you can get them to say "I want to give up for money," then to them that must be true. And sometimes you don't…

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