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Asking The Best Way
The “Masood Method” is a combination of two techniques. One I learned many years ago from my buddy Masood, and immigrant from Pakistan who started out penniless and became a multimillionaire CEO of a world-wide steel company, all by his late 40s. The second technique I learned from a sales guru friend of mine. It’s a structure on how you ask for things. First, when you ask for something, you never ask a question where yes or no could be an answer. Instead of saying “Do you want to go out on a date with me?” you say “Do you want to take me out Friday night for Japanese or Chinese?” Instead of saying “Can you make it out to the office today?” you say “What time will you be here today?” Then wait for the answer. If the person answers in the negative, you simply repeat what they just said very, very slowly. Then shut up and listen to what they say. For example: Normal method: You: Can you come out to the office today? Him: I can't. Too busy. Maybe tomorrow or Friday. Masood Method: You: What time can you come out to the office today? Him: Uh, well, I really don’t have time today. How about tomorrow? You: You…can’t…come…by…the…office…today? Him: Well, okay, I guess I can swing by around 3:30. The Masood method is very powerful and works very well. Give it a try and you’ll see.
This article was originally published on January 3, 2012