Monthly Archives: February 2012

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Ask, Don’t Tell: Using Power Questions to Win New Business

Many consultants harbor a misconception about what impresses a prospective client. They believe that giving the right answers—that being quick and clever—impresses people and builds trust in their ability to deliver.

But in truth, you’ll win more business by asking the right questions.

In today’s economy, for example, there are lots of conversations with potential clients that go nowhere. Have you experienced this? You talk and talk, hold meeting after meeting, but nobody makes a decision. You…