In school we´re taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you´re the smartest kid in the class. But is it the answers we have in life or the questions we ask that truly demonstrate our understanding and mental capacity?
Demonstrating understanding of your client´s business concerns and opportunities, particularly in a complex sell, is essential to winning their business. And understanding is best demonstrated by the questions we ask.
Who do you think is the brightest person in the room? The person that asks the thought provoking question or the one that answers it?