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Just Listen by Keith Ferrazzi, Mark Goulston

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19

FROM TRANSACTION TO TRANSFORMATION

Benefit: Move a person from considering to “willing to do” by transforming a relationship from impersonal to personal.

They don’t see the sky.

—AFRICAN NATIVE WALKING THROUGH MANHATTAN

My daughter, preparing to interview with a senior manager at a Wall Street financial firm, asked me, “What question could I ask that would help me stand out from the crowd?”

An hour and a half later, she beeped me in the middle of a meeting and excitedly said, “Dad, I asked him the question you suggested, and he reacted exactly like you said he would. He glanced up toward the ceiling for a moment and said, ‘That’s a great question and something I don’t have an answer to, but should.’ He really connected with me after that.” ...

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