When we interview prospects (and for that matter clients) sometimes we go into “Interrogation Mode.” Gathering information dominates our mind and becomes our sole objective. In a staccato-line manner we reel off a barrage of closed-end questions like:

• When did you start working here?
• When did you start the business?
• How many employees do you have?

One of my mentors, Jack Perry, taught me a brilliant way to really dig deep when having a conversation with a business owner or executive. He asked this question of a bank CEO that had been my client for several years. The question is:

“What made you successful?”

We sat back and listed to the CEO reminisce for fifteen minutes about the people and events that had brought him to this place in his professional life. In spite of my long relationship with the CEO, I learned things I had never heard before! As a result of Jack asking him that question, (and his truly being interested in the answer) the CEO was totally receptive to our conversation. They were like old friends.

Getting the information is so important; finding the feelings behind the information is golden!

Good selling!

This entry was posted on Friday, July 27th, 2007 at 6:23 am and is filed under Prospecting, Sales Ideas. You can leave a response, or trackback from your own site.