Skillset New Zealand Blog

Ideas to help your team develop personally and professionally.

It’s an old debate. Should you ‘accentuate the positive; eliminate the negative’ or give them a reality check by telling them how serious things could be if they don’t accept your argument? It depends on their starting point. Philip Broemer of the University of Tubingen in Germany believes that the key issue is ambivalence.

The Huthwaite Research Corporation observed 10,000 salespeople in 23 countries and found that the top persuaders are far more interested in asking than telling. It's what they ask that's vital.