Hidden within Kelley Robertson’s great article
on dealing with time wasting prospects
is this truism
“the person who asks the questions
is the one in control of the sales process.”
That’s why I answer the phone with
“What can I do for you today?”
That’s why I ask more questions
regardless of being the interviewee
or the interviewer
(that and people like to talk about themselves).
That’s why when I attend seminars,
I arrive with questions prepared.
Asking questions is powerful.