Publisher's Synopsis
Asking good questions is paramount to successful selling and your ability to influence other people. As a salesperson, manager, parent, teacher, coach, or friend, your ability to ask questions will largely determine how well you are able to understand the other person and positively influence a change in behavior. Your ability to ask high-gain questions that elicit answers that require them to stop, think and share sensitive information or opinions that others do not have access to will set you apart.
Drawing on over 30+ years of professional medical sales, training, sales management and executive leadership, Rob Bahna shares thoughts, examples, and techniques to create effective high-gain questions that will give you a competitive edge and increase your success.
