ASK

Solin offers a straightforward method for improving one’s business and personal relationships.

Nothing could be simpler than a three-letter, one-word title—and that fits the theme of this work by the New York Times bestselling author of The Smartest Sales Book You’ll Ever Read (2014) and other books in the same series. In his research into what make meetings effective, he found that the fundamental principle of “talking less while empowering the other person to talk more” was one of the keys to improving business interactions. This notion, along with a few other pearls of wisdom, is at the heart of this entertaining, easy-to-read work. Its first part intriguingly debunks a few commonly held beliefs about happiness and success; the author says, for example, that “there’s little scientific support for the notion that simply visualizing a goal makes it more likely you will achieve it.” This section also presents scientific research about brain chemistry and audience engagement, which lays the foundation for Part 2, which highlights the power of curiosity, explores the differences between an introvert and extrovert, and explains why sincerity is of critical importance. Part 3 delves deeply into the specifics of how to actively listen to others; it also lucidly explains why attempting to persuade others is often futile, as “each of us perceives the world through the prism of our biases.” Part 4 includes a compelling discussion of empathy and emotionality along with specific suggestions for how to be an agile listener, and Part 5 demonstrates useful ways to overcome negativity and turn conflict into collaboration. The final chapter cleverly employs frequently asked questions to identify readers’ potential concerns about applying Solin’s methodology. Overall, this book is well constructed and elegantly written in an informal style; the paragraphs are blissfully brief, and relevant examples abound. Although the material is consistently research-based, as evidenced by the extensive endnotes, it’s anything but dry, and Solin’s deceptively simple premise is solid.

Smart, succinct, and highly engaging.