marketing + sales: Ask, Don't Tell
Often, we settle for mediocrity when we need to do our best. Mediocrity is the enemy of greatness. Asking, “Is this the best you can do?” helps others achieve things they did not believe possible.
8. They can save you from making a fool of yourself. Before responding to a request or answering someone’s question, it’s often wise to get more information about what the other person really wants. When a potential employer says, “Tell me about yourself,” you can bore them to tears by rambling on and on about your life—or you could respond by asking, “What would you like to know about me?” When a prospect asks, “Can you tell me about your firm?” the same dynamic applies. Most people go on and on about their company, but the client is usually interested in one particular aspect of your business, not how many offices you have in Europe. Ever seen someone answer the wrong question? It’s painful to watch. Asking a clarifying question can save you huge embarrassment.
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- Andrew Sobel