So said Yogi Berra. I hear he said this when giving directions to his home. Both paths led to his residence, so it didn’t matter which was taken. Taken on its own, the advice sounds absurd, which is why it’s remembered, but there’s wisdom here for the sales professional.
Asking questions is sort of like charting a course. You have a place you want to go and your questions move you along with a purpose. That purpose is to acquire an understanding of the prospect and to ascertain whether or not what you offer is a good fit.
You may come to a question in which the prospect answers one way, but to which you sense there may be more the prospect could say. Don’t just move on with your questions. Go back to the “fork in the road” and go the other direction as well. Get to know your prospect from a variety of angles.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
