Peter Winick argues that sales conversations fail when experts lecture instead of ask questions. The best questions make prospects pause and think, signaling real engagement. Replace telling with questioning to position yourself as a true thought leader.
Hi, it's Peter Winick. I'm the founder and CEO at Thought Leadership Leverage, and here's the idea that I'd like to share with you today, and that's this: when was the last time when you were having a conversation with a prospect or a client where they actually paused and said, wow, that's a great question? Think about that for a moment. If you haven't heard that in a while, perhaps you're pushing a little bit too much or pouring onto them what you think they need, what your expertise tells you They might want. Oftentimes you've got to sort of shake them up a little bit and ask them a powerful question, get them to really stop and think. Because I could be listening to you in a very passive way when you're sharing your expertise, sharing your stories, sharing your data, sharing your research. But when you get me to stop and go, wow, that was a great question, it got my wheels spinning, you got me thinking about how what you're saying applies to me, or how what you're suggesting could change the way or the trajectory or whatever the case is. If you haven't heard that in a while from someone during a conversation, think about what you can do and the types of things that you can be asking instead of telling to someone to get them to stop and pause and reflect on what it is that you do and how you think and what your thought leadership is all about. Love to hear your thoughts. Thanks.
