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Exploration Not Interrogation

Exploration Not Interrogation

I believe in asking a few pertinent questions (such as, “What prompted you to meet with me today?”) but I find too many consultants placing the buyers at a metaphorical bare table under a glaring light bulb and interrogating them (“How long have you worked here?” “What did you do before that?” “What are your current priorities?” “What keeps you up at night?”)

Establish a peer-level, trusting relationship through discussion. No one is going to answer your questions completely or accurately if they don’t trust you to begin with.

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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