2015 Ernest N. Morial Convention Center • New Orleans • Louisiana

The Art of Powerful Conversation

Sunday, Feb. 22, 2015

3:30 p.m. – 5:00 p.m.

Presented by

Stuart Knight

Stuart Knight Productions Toronto

American Rental Association 1900 19th St., Moline, IL 61265 800-334-2177 ARArental.org

Notes:

Page 1

Four Conversations for Success

1. The Onion Conversation

You only have a short time to peel the layer of that onion.

You won’t connect with someone on a meaningful level by talking about the weather, traffic or construction.

Make the short moments you have with others count because they do count up.

Avoid asking mediocre follow up questions and new questions unrelated to the first question you just asked.

Peel the layers of the onion by asking Part Two Questions.

A Part Two Question is making the effort to deliberately ask good questions on the specific answers a person gives you. Then each time they answer your question, ask another good question on that specific answer.

This allows you to connect with that person on a deeper level.

Follow up on the conversation you created with that person the next time you see them and your relationship with them will grow over time.

Notes:

Page 2

Four Conversations for Success

2. The True Story Conversation

Adults are very good at asking the What, Where and When, but they rarely ask the question

Why.

What, Where and When questions only give us factual information about the person, but Why questions give us meaningful information.

People are often afraid to ask Why questions because they don’t want to make a person feel uncomfortable, but that’s just a story you are making up in your mind.

Customers, colleagues and clients have a story to tell and they love telling it, but no one lets them do it. This is a great opportunity for you.

When you ask a person the question “Why” you increase your chances of letting them tell that story.

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Page 3

Four Conversations for Success

3. The Therapy Conversation

You have more in common with your customers, clients and colleagues than you think and

people gravitate toward that commonality.

Big questions will lead you to big answers. Big answers lead you to big conversations. Big conversations lead you to big relationships.

You have to have the guts to ask the kinds of questions most people are too afraid to ask.

We are all human beings going through the ups and downs of life. Don’t be afraid to talk about these subjects with the people you do business with.

People appreciate it when you take the time to talk to them about the subjects that are most important to them.

Notes:

Page 4

Four Conversations for Success

4. The Conversation With Yourself

Too many people repeat negative conversations with themselves and don’t realize it is

having adverse effects on their relationships with people and even on their overall health.

Every person who has achieved a high level of success has been committed to a daily ritual of having powerful conversations with themselves.

Powerful conversations with yourself set you up to have an attitude for success.

We can’t expect everyone around us to tell us how great we are. We often have to be the ones who do it.

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