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I'm not sure their figures included only local real estate. Nevertheless, the question remains, why were our investment returns less than we had hoped? First, . . ." |
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Tip 525: Define terms and agree on criteria before you give "Value-Based" answers. |
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Two meeting planners spent an hour debating the best site for an upcoming annual sales and awards meeting. The first meeting planner argued that Orlando was the best choice because of the nearby attractions for families accompanying the salespeople. The second meeting planner insisted that Dallas was the best site because of its central location and airport. Neither stopped to define how they were defining "best" site. What exactly did the criteria include? Cost, tourist attractions, weather, travel time required, local accommodations? Had they been clear up front in defining and agreeing on criteria, answering the question of the "best" would have been much easier. |
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Carefully come to an understanding on questions phrased like these: "What is the most favorable? Chéapest? Quickest? Highest quality? Most prestigious? Honorable thing? Ethical? Profitable?" Define, then answer. |
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Tip 526: Help questioners meet their objectives with their showcase questions. |
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When people ask questions simply to show off their own expertise, oblige them if you have the time. Question: "Tell me what differences you see in the quality principles set forth by the gurus Deming, Juran, and Crosby." Answer: "Actually, I haven't made a study of the uniqueness to their individual programs. You seem well versed on the subject. What differences do you see?" They love you for the showcase opportunities, and you're off the hook. |
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Tip 527: Diffuse hostile questions. |
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Myles Martel of Mastering the Art of Q and A has expressed it well: "Composure can speak as loudlyor more loudlythan content." You have only to ask people which political candidate "won" the various presidential debates to verify that truth. |
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Hostility comes in three flavors: (1) questions that show hostility toward you as a person, (2) hostility reflected in the situation, or (3) the asker's personality. If the hostility comes from the pressure of a situation or from a |
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