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The Four Conversations by Laurie W. Ford, Jeffrey D. Ford

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Chapter Four Performance Conversations: Ask and Promise

Brian learned the power of specific requests when he asked Sam, a new consultant who had been with Sys-Tek Consulting less than nine months, to turn over the management of a new account he had spent months cultivating. Even though it was a large and complex account that went beyond his experience, Sam had been reluctant to turn over the account to anyone else. Then Brian took a performance approach in his conversation with Sam:

  “Sam, you and I have had numerous discussions about the new account, and as you may recall, I originally wanted you to turn over its management to one of the senior consultants because I thought it was more than you could handle.”

  “Yes, I recall your initial ...

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