Suggested Interview Questions:  

The following questions are suggestions to help save you time in preparing your interview with either Harlan or Greg.

Use these or your own!

Relationships:  

Give us one simple tool I could use when meeting a new person?

So and so is always controlling the conversation and never listening, how can these tools help?

In social gatherings I get nervous and do not know what to say. What can I do?

So I’m on a date, how can I use what’s in this book?

I want to have my spouse do something different, how can I apply these methods?

One quick tip on how to persuade someone quickly?

Parenting:  

How can a parent make use of these ideas?

I have a 6 year old and a 16 year old, apply these ideas?

How does painting a picture with questions apply to children?

Persuasion: 

What is your definition of persuasion?

So how does manipulation come into this?

What is the one key idea in persuading anyone?

How can I avoid coming on too strong with people?

Help me understand the difference between “selling” and helping someone “choose”?

What are the “Alpha” strategies versus the “Omega” strategies?

The Book:  

Why another book on Sales?

What makes The Selling Gap different from other books?

What are these new concepts?

Explain the 5 Levels for us?

Give us some insight to the Socratic Methods?

What does the title The Selling Gap signify?

How did these concepts come about?

You’ve indicated two thirds of the book is on questioning, why?

Non Salespeople:  

Who is it that can benefit from these ideas?

I’m not in sales, so what does this have to do with me?

Who should be reading this book?

What do these ideas have to do with everyday communication?

Ok, what are the barriers or obstacles people experience when applying questioning?

I’m not a salesperson, I hate selling, how can I overcome this and apply these ideas?

Managers/Business: 

How would these ideas change outcomes for a manager?

What do these ideas have to do with Leadership?

Give an example of how a manager might “lead” someone versus direct with these tools?

Different Thinking: 

What do you mean by different thinking?

What can one do to force or cause them to think or view a situation differently?

How does the Reverse Engineering concept come in to play?

How did you come up with this concept?

So how do top performers/persuaders think differently than other people?

How does this fit into persuasion and selling?