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Responding to Questions, Comments, and Objections
Most human beings, especially well-educated ones, buy into something only after they have had a chance to wrestle with it. Wrestling means asking questions, challenging, and arguing.
——John Kotter1
There is an oft told story about a physician, active on the speaking circuit, who typically traveled to engagements in his chauffeur-driven limousine. During the presentations the chauffeur sat at the back of the room. One day while driving to one of these events, the chauffeur said, “You know, I’ve heard your talk so often I know it by heart.” The doctor replied, “That’s wonderful; since I’m feeling a bit tired today, why don’t you give the talk for me?” So the doctor sat at the back of the room ...
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