Sidney C. Walker
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November 2007

by Sidney C. Walker


When you make a statement in a sales interview, your client may or may not completely hear what you are saying depending on what is going on in his mind at the time. He or she may be trying to listen but can often be distracted by other things that are going on in the background like worries, concerns, deadlines, etc.

However, when you ask your prospect or client a question, you get a much different response. Here are six reasons it is more powerful to ask a question than to make a statement.


When someone asks us a question, our natural response is to try to answer the question.  



Answering a question requires more attention, focus, and mental processing than just listening.  



Your client likes the attention.  



The client feels honored that you would ask for her thoughts on the subject.  



It is more interesting to the client to be able to participate.  



Your client will often discover more about what he thinks and feels about whatever subject he is talking about as he answers your question. He gets to hear what he has to say just as you do.  


How about you? What do you think? Do you think it’s more powerful to ask a question rather than make a statement?

Do you like it when someone asks you a question?

Do you find yourself telling prospects or clients what you think before you ask them how they feel about it first?

Do you get a sense that there may be something to this “asking more questions” thing?

Do you notice that you tend to think people are smarter who ask a lot of questions?

Would you like people to think you are smart?

The next time you are getting ready to make a statement, would you consider turning it into a question instead and see if you like what happens?

Aren’t we all just waiting and hoping that someone will ask us a question?

Have a productive November,

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