But ultimately, what is the right question?
Half the world is searching for right questionThat which leads the other person, in a business meeting, to actually want to talk to us.
Some commercials choose to to present, instead of conversing. Some, because that's how they've always done it; others, because they have such powerful products that they believe it's the "winning formula." Still others, because they're afraid of "losing control of the conversation.".
In on-the-job training During a sales training program with a client in the pharmaceutical industry, the Medical Information Representative managed to contact 5 different doctors in a single afternoon, in a productive manner.
The above-average feat was achieved because he had the audacity to to start with a question, entirely focused on the doctor's experience.
Conclusion: the right question generates "Rich" conversations and improved productivity, ...as well as that "air of satisfaction" from the doctors that makes our day.
