CHAPTER 18
One-on-One Conversations: Use Active Listening to Get People to Hang on Your Every World
The fool wonders. The wise man asks.
— BENJAMIN DISRAELI
Imagine that you are the leader of a dynamic and innovative organization, and that you have a talented and aggressive sales team reporting to you. Diane has been a member of your sales team for five years, and she is a solid performer. She’s not a superstar, but you can count on her to produce, to meet goals and expectations, and to approach her work with enthusiasm.
Lately, however, the Diane ...
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