8/4/2025-“I GOTTA ask ya this question…”

Written by

Neil Monnens

in

Daily Quote

“You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” Naguib Mahfouz
SKILL

“What do you like most about my offering?” (Hey, yeah…that’s a good, solid qualifying question.)

“If you could change anything about my proposal, what would it be?” (Another goodie!)

Summoning the confidence to ask questions in your pitch meetings begins with preparing them before each interaction. You never want to leave a meeting and blast yourself, “DOH…I FORGOT TO ASK ABOUT X.”

It may be a while before you meet with that customer again, so maximize your meeting time by preparing your questions upfront.
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DO

Before your meetings today, prepare three or four questions that must be asked in each meeting.

Think like a detective…ask yourself: “What can I learn that my competitors don’t know?”

The questions that give you the most valuable insights do not arise organically during the meeting. Your best questions are those you create when preparing for your pitch meetings.

After you prepare today’s meeting questions, write this at the bottom of your notebook or agenda: “Ask…pause…listen.”
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OOMPH

Questions are dynamic and powerful tools in the hands of the right sales surgeons.

Lt. Frank Drebin from the movie Police Squad is not a surgeon.

For him, questions are a blunt instrument.

Watch this hilarious and silly 2-minute clip to remind yourself not to interrogate your customers with questions…like Drebin.

Talk with your customer, not at them.
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