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This is an excellent network marketing book that every network marketer should read if they want to be successful in the network marketing business because, in this book, you will not only learn to talk to people but also learn what body language is and how to understand it.
My personal experience is when I read this book, not just one time but four times then, I realized that I would apply all things that are mentioned in the book and all the practicals; you can close your prospect, and you can find out the prospect is best for your business and note.
You will also be able to see that when you sit with a prospect, you will be able to understand his body posture or his mindset and what kind of person is sitting with you and by using these things like questions, you can show your communication and your plan and go ahead in the network marketing business.
Today, we will learn about the summary of the book Questions Are The Answers in detail, each chapter-wise, but before learning the summary of the book’s key takeaways, let’s know about the book’s author.
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About The Author
The author of the book “Questions Are the Answers” is Allan Pease, a renowned expert in body language and communication. He is a bestselling author and a highly acclaimed speaker known for his extensive knowledge and expertise in human behavior, communication, and negotiation.
Allan Pease has written numerous books on these topics, including his acclaimed book “Body Language,” which has sold over 4 million copies in 33 languages. His work focuses on helping individuals improve their communication skills, build stronger relationships, and achieve tremendous success in their personal and professional lives.
In “Questions Are the Answers,” Pease shares his insights and strategies for effective communication, negotiation, and persuasion. He emphasizes the importance of asking the right questions to build trust, understand customer needs, and achieve successful outcomes. The book is particularly relevant to those involved in network marketing, as it provides practical advice on how to build relationships, understand customer needs, and create effective solutions.
Allan Pease has been recognized throughout his career for his communication and body language contributions. He has co-authored fifteen books and has been a prominent speaker on these topics for almost four decades. His expertise has been sought after by individuals and organizations worldwide, and his work continues to inspire and educate people on the importance of effective communication and negotiation skills.
Question Are The Answers Book Summary Chapterwise
Introduction
Section 1. The First Step
Section 2. How To Get To “Yes”
Section 3. Six Strategic Skills For Powerful Presenting
Section 4. Six Tremendous Techniques For Making Positive Impression
Section 5. Body Language-How To Read The Signs
Introduction
The introduction begins by highlighting the importance of asking questions in various aspects of life, including personal and professional relationships. It emphasizes how questions can help us better understand ourselves and others, leading to more effective communication and meaningful connections.
The author also shares an anecdote about discovering the power of asking questions, which catalyzes the rest of the book. This story sets the tone for the rest of the book, focusing on asking questions to achieve success and personal growth.
The introduction also provides an overview of the book’s structure and the key concepts that will be covered. It highlights the book’s central themes, including the importance of setting clear goals, taking responsibility, and using visualization techniques to achieve success.
Allan Pease uses a conversational tone throughout the introduction, making the book accessible and engaging for readers. He also includes inspiring quotes from renowned authors and thought leaders, which adds to the motivational and uplifting nature of the book.
Overall, the introduction of “Questions Are The Answers” by Allan Pease effectively sets the stage for the rest of the book, providing a clear understanding of the author’s vision and the key concepts that will be explored.
Section 1. The first step
Follow your Dream
So the first chapter starts with The First Step, i.e., Follow Your Dream. And about The Five Golden Rules for Success, Allen Pease says that if you want to be successful in network marketing, these rules must be in practice.
Here are the five golden rules:
Rule 1 – See More People
In this, Allen Pease says that see more and more people, do not think that I will target only one person, that is, do not become a prospecting person, talk to everyone who is with you, who can listen to you even a little, don’t make exclusions in your list, will say they are too old or too young, to reach out to people with low incomes, to remove too bright at sectors and extra.
He has also said that there is nothing that cannot increase the productivity of your business; if you are depressed for a full day, you should increase the number of presentations of your business and increase your activity for most of the people you will ever have, talk to everyone and the first route.
Rule 2 – See More People
Here, LNT Peace says that if you think that you are the best presenter but you are seeing fewer and more prospects, then you will be out of business. You can be an excellent dresser and have a great personality, but with a significant volume of presentation, you will be average in talking to everyone. That’s the second rule and call everyone.
Rule 3 – See More People
Many networks that start a business think the prospect needs to answer and be convinced, but that is untrue. Their reason is that you need help to see the right prospect. For this, you need to plan more and more. For this, you must keep talking to people and showing presentations. That is why the third rule says that we should see more people. If you apply these three nine rules correctly, then you can get success very quickly.
Rule 4 – Use the Law Of Average
Role number 4 was the Law of Average. Allen Pease tells the story of his life about this rule: when he used to make sales, he used to do distance marketing, and if he knocked on five doors, one would open.
A sale would happen, so the meaning of the saying is that the law of average always works. So the simple ratio of the law of average was told by Allen Pease that if you make phone calls to 10 people after that, five appointments come in, which there are four presentations, three clauses, and one sale comes out, so this is basically about lock average which is the fourth role told by Allen Pease.
Rule 5 – Improve Your Average
To succeed in network marketing, you should always keep the fifth rule in mind to improve your law of average. So when you show the plan in the beginning, you will get many relations in which if you have called ten people and one is closing, then this is your ratio which you always have to see and how to improve it is also an important matter, that is to improve your average.
He explains further that the typical average ratio in any network marketing is 10:6:3:1.
Now you think how long it will take you to call ten people. Plus, while continuing this chapter, Allen Pease has told me that the prospects whom you think I will see next year, make sure that you see them at this time and make a plan.
Section 2. How to get to yes
How to get yes – in this chapter, Allen Fee has explained how to close a prospect and take commitment from him; in the first chapter, the treasure chest of network marketing has been divided into 4 points. It means that he has told 4 points by following which you can take commitment from anyone to work with his business; the first method in this is to melt the ice; what happens in this is that you build trust with someone and get to know about him what is there and what is not, what he does professionally, plus you also share a little bit about yourself.
The second point is to find the hot button. The main PMF is the primary motivating factor. Every day’s primary motivating factor is different. If you think that, in your opinion, this is the motivating factor, this is my PMF; you can be wrong. Every day’s factor is different. For example, extra income, financial freedom, having a business, more spare time, personal development, helping others, meeting new people, retirement, and leaving a legacy are some PMF factors you must find out, that is, finding the hot button.
The third is to press the hot button. When you find out the hot button, press that hot button. Now, how will it happen? LNT Pace has asked five excellent questions about doing this. If you read the book, you will know about it.
- What is your number one priority?
- Why did you pick that one?
- Why is it important to you?
- What are the consequences of not having the opportunity?
- Why would you worry?
You can get a commitment by using all these questions correctly. If you want to know about it, download this book because it is detailed.
Section 3. Six Strategic Skills For Powerful Presenting
So, in this field, the author talks about six skills that can represent your presentation well and make your presentation better.
1. Bridging
He has also tried to explain to you some stories; if someone is not opening up or you do not know about it, you can question him like meaning, for example, so then before you, which means so these types of things which you are getting from someone, then bridging the gap helps a lot, in this, the author has also told this thing to the school in a practical way.
2. The Head Knot Technique
The Head Knot technique is an excellent technique when you are talking to a person; you can keep your hand on your forehead and shake your head so that the interest of the other person will also be aroused in you that yes, he is listening to what I am saying very carefully, this also has a positive impact.
3. Minimal Encouragement
The third point is minimal encouragement, which means that when you talk to someone the day before, encourage them by doing things like ‘really tell me more’; by doing things this way, you can promote the other person.
4. How to keep eye control
Here, it is discussed to make eye contact with the prospect in front of you; you can do this using a pen, for example, if a prospect is looking here and there and is not paying attention to what you are saying. You can pick up your pen, move it a little here and there, and start writing on your paper so that the prospect will focus very well on what you are saying and listen attentively.
5. Mirroring
When two people are talking, and their minds are entirely in sync with each other, they start copying each other, like monkey see, monkey do, with you can create a good wife with yourself. The author also talks about facial expressions like surprise angles on the side, joy, and desire, which can be seen differently in a woman, but in the case of men, everything is similar.
6. Pacing
The sixth point is pacing, which many people ignore when they read this book; pacing means the inflection of your voice, which should be the tone when you are talking to someone the day before. Suppose a person is talking to you about something sad, but if you speak to him smilingly, it will not work; in this way, you will have to keep changing your pacing along with the conversation.
This is the strategic skill of 6. If you are giving a presentation, keep all these things in mind so that your presentation will impact the prospect.
Read: Takeaway Of The Business School By Robert T. Kiyosaki
Section 4. Six Tremendous Techniques For Making Positive Impression
In the last section, the author explains some skills and techniques that can help you make a positive impression on a person.
- Palm Power: In Palm Power, the author explains the meaning of palm down, pointed fingers, and palm up. One is dominant, and the other is aggressive.
- The Handshake: The second point is the handshake. If you are going to do a handshake, then how the handshakes will be done is a critical matter. You can also know that if the prospect is shaking hands with you in a certain way, whether aggressive or dominant over you, he will come to know from the handshake. For example, if you hold a person’s hand upwards, he dominates you. If the person’s hand is downwards, he gives you control. If both of you have shaken hands, then it leads to equality.
- Left-Hand Holding: Left-hand holding means that when you are going to meet someone, then whatever you have to do, whether it is a bag or laptop or pen, always keep the thing opposite to the hand with which you are going to shake hands.
- Smile Power: Smile power is a great technique that can help you a lot in meeting someone in this way, and you can open it up to start your business. The author says that human is the only animal that can smile by pulling back their lips and showing teeth, not to bite, so take advantage of this.
- Territorial respect: Territorial respect means that when you are talking to a person, you are talking to a prospect, then how far you have to speak, different people have different distances, which you have to maintain, it is different with boys and different with girls.
- Dress for success: Sixth is One of the most essential skills and strategies you must remember when you show that the plan is the best for success. It does not better what you are doing or how you are doing.
The main thing is your luck because the first impression is the last, so you have to be very clear that you have to dress like the man you are already successful in clothing curves up to 90% of a body and has a powerful impact on other people’s perception of your trustworthiness reliability expertise authority social success and business standing.
Section 5. Body Language – How To Read The Sign
So, in this field, the author, while talking about body language, says that words have a 7 to 10 percent total impact in the world; today, they have a 20 -to 30% impact, but body language has a 60 to 80% total impact on you. He has told me about three rules. Reading Cluster, Consider the Context and Acknowledge Cultural Differences
Going further, the author has explained how you can read body language. For example, if I talk about some typical crossing and crossing of my fingers, the person in front of me is stiff and will not open up easily.
If a person scratches his nose while talking to you, he does not listen attentively. The author also discusses using positive body language and signals to overcome this.
For example, you can tilt your head, keep your hands checked, suck glasses, leave them in, staple your hands and take both hands behind and keep them on your head. He also talks about negative body signals, which is very good to read. So, when you read the book, you will know everything in detail.
Conclusion
In conclusion, I would suggest that this book is perfect for people who want to be successful in network marketing and want to make their plan presentation excellent because in this book, along with questions, you are also told about body language by reading, which you can check the mindset of the person in front, you can find out what mindset he is sitting in. You can present your plan in this way and this style, or you can close it. I hope you found this information in question are the answers book summary helpful. If so, then please tell me in the comment box.