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After such questions it is easier to come to the consent. To receive Fuller information, use technics of "mix": Alternate the open and closed questions. On the closed Question it is easy to give an unambiguous answer ("What today weather?", "Where there is a train?"). And here the open demands the developed answer ("What your opinion?", "that you feel in this connection?"). Open questions allow to open the person, compel It to show the
The relation to estimate a situation. That is why them especially like
Journalists and TV presenters.
At last: some ways it
Objections of the client by statement of questions.
- It is expensive.
- In comparison with what?
- It will turn out nothing.
- How to make, that it has turned out?
- All me deceive.
- Who is concrete? Really all?!
CHAPTER 11. Design of motivation
I have a dream. At everyone
The person there is a dream. And
The one who is capable wins
To carry out dreams of others!
Martin Luther King
If you have wanted to earn many money it is obvious not
End in itself. You dream about something, wish to get, change something
The way of life. So that you all the same want? Having learnt, that
You want, you easily will understand, that wanted by all the others. And
It is one more key to influence on people.
CARRY OUT DREAMS OF OTHERS!
Aspiring to the dream, Martin Luther King has involved in
Action of weight of people (that there is an organisation of the well-known
March). The person who believes in the dream, simultaneously
Embodies also desires of associates. So - forces them
To participate in its business!
Learn, of what others dream. Also show the way to them to
To dream. I assure - you receive for it the award. Ford became
Great Ford because has carried out dream of Americans about
The cheap car. Bill Gates has achieved billions,
Having given to people of all world of what they dreamt:
Convenient programs for personal computers. It
Disney carried out dreams of people of a holiday. And
Manufacturers of mobile phones - dream of possibility
To speak on the phone from an every spot on the globe.
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