Much too often, business owners and salespeople eagerly run off to complete assignments given to us by employees, prospects, or clients. We are asked for something, we feel like we should know how to provide it, and we eagerly set to work trying to figure out what will satisfy them.

My experience is that it pays big dividends to slow things down by asking some clarifying questions. Exactly what information will satisfy a prospect who is looking for a reference? Or comparable experience? Or assurance of financial stability? How much ownership or participation in an eventual sale will satisfy a key employee? What commission, recognition, or work/life adjustment will motivate our best salesperson?

My CEO executive coaching group members have learned that the first question to ask when a member brings one of these situations is,...Read the rest by clicking here. »

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Tony Mayo