3.8. CASE STUDY: INTERVIEW WITH JACK MALCOLM ON EXPERT QUESTIONING
Great communications is not about talking; it is about asking superb questions and listening. I asked one of my good friends, Jack Malcolm, president of the Falcon Performance Group, the most talented and skilled executive trainer I have ever met, to offer his advice for this book. For almost twenty years, Jack has traveled the globe teaching consultative sales, interpersonal communications, and executive-level presentation skills workshops at some of the world's leading companies. Here are some excerpts from my interview with Jack.
Why do people need to ask better questions?
"There are three main reasons: questions foster better relationships, they make you more persuasive, ...
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