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Produce Powerful Presentations (Collection) by Jerry Weissman

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62. Speed Kills in Q&A: The Vanishing Art of Listening

One of the most important qualities for success in business is the very quality that impedes the effective handling of tough questions: rapid response time. Every businessperson is expected to react quickly to problems and to come up with prompt solutions. But in responding to tough questions, speed can kill.

Tough questions are a part of the territory in business and, after the Great Recession, the terrain is rougher than ever. In every facet of life, people are in search of answers to their problems, so their questions are loaded with emotion. If a responder answers too rapidly and with equal emotion, be it defensive or contentious, the battle is joined and the exchange heads rapidly downhill—a ...

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