• No products in the cart.
  • No products in the cart.
Back To Top
Image Alt

What’s Your Question?

What’s Your Question?

You know how people talk about “background noise”? Well most “background” is just noise to other people. “I have to give you some background before I ask my question” is like nails on a blackboard.

Start with the question, cut down on all the verbosity and thinking out loud. Over 90% of the time I can answer a question posed without hearing any background at all, and the rest of the time I can simply ask what I need to know.

Behavior is consistent. If you do this with me you probably do it all the time, and no prospect is going to listen about your “background” when they ask politely, “How did you get into this business?” They don’t want to hear about your lemonade stand at seven years old or your MBA scholarship at the University of Inner Peace. Just say, “It was a happy accident, how about you?”

Tell people what THEY need to know, not everything that you know.

 

Written by

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.

Post a Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.