Why Don’t You Ask That Question?

By Tibor Shanto
“What-ifs, Maybes And Might-have-beens” is no tag line for your pipeline, (probably why Gerald never looked at sales as a vocational option). However, it does describe many conversations I have with people up and down the food chain. Regrets about doing things, not doing things, left wondering. Questions are a specific example; salespeople will say “I should have asked,” or worse, “I wanted to ask, but”; that last one breaks my heart, every time.
Why Not?
When I ask, the initial answers are a bit superficial, barely scratching the surface as a reason they do not go for it. Some of it is social conditioning, no doubt, but we are paid to navigate against the current; forgive the Canadiana, but hockey players skate backwards all day to keep up with the on-slot. Doing something you already do well, but differently should be just a bit of step forward. To create genuine