In his book, Endless Referrals, Bob Burg credits famous sales trainer J. Douglas Edwards with saying “Questions are the answer.”
Burg goes on to elaborate that “The person who asks the questions controls the conversation. But when you ask the right questions, you lead the other person exactly in the direction you want to take them. So, you don’t ever need to be pushy.”
Questions are the answer. To make a positive impression at your first encounter with anyone, come with genuine curiosity to learn about them and an ability to formulate questions to facilitate that.
And as Burg points out in his book, you really never need to say anything. The only reason to make any statement is simply to set up the encounter for another question. Yes, questions are truly the answer for helping your new connection build a sense of “know you, like you, and trust you”.
Like what you’ve read? Prefer to hear it as a podcast or daily flash briefing? Subscribe to the Networking Rx Minute podcast here or wherever you get your podcasts.