In school we’re taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you’re the smartest kid in the class.

But is it the answers we have in life or the questions we ask that truly demonstrate our understanding and mental capacity?

Demonstrating understanding of your client’s business concerns and opportunities, particularly in a B2B complex sales environment, is essential to winning their business.

It’s the question we ask, not the answers we give, that defines our level of understanding and earns greater respect. The smartest kid in school is the one that asks the best questions.

Who do you think is the brightest person in the room? The person that asks the thought provoking question or the one that answers it?

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